MBA General 18 19 PDF

Study & Evaluation Scheme
Of
Master of Business Administration

[Applicable w.e.f. Academic Session 2018-19 till revised]
TEERTHANKER MAHAVEER UNIVERSITY

N.H.-24, Delhi Road, Moradabad, Uttar Pradesh-244001
Website: www.tmu.ac.in
TEERTHANKER MAHAVEER UNIVERSITY
(Established under Govt. of U.P. Act No. 30, 2008)
Delhi Road, Bagarpur, Moradabad (U.P.)

of
Master of Business Administration
SUMMARY
Programme : MBA (General)

Duration : Two Years full time (Four Semesters)
Medium : English
Minimum Required Attendance : 75%
Credits:
Maximum Credits : 130
Minimum Credits Required for Degree : 126
Assessment:
Evaluation Internal External Total
Theory 40 60 100
Practical/ Dissertations/ Project Reports 50 50 100
Class Test-1 Class Test-2 Class Test-3 Assignment(s) Attendance Total
Best two out of three
10 10 10 10 10 40
External Internal
Duration of Examination
3 Hours 1.5 Hours
To qualify the course a student is required to secure a minimum of 45% marks in aggregate including the
semester end examination and teachers continuous evaluation.(i.e. both internal and external).A candidate who
secures less than 45% of marks in a course shall be deemed to have failed in that course. The student should
have at least 45% marks in aggregate to clear the semester
Question Paper Structure
1. The question paper shall consist of SIX questions. Out of which first question shall be of short answer
type (not exceeding 50 words) and will be compulsory. Question No. 1 shall contain 8 parts representing
all units of the syllabus and students shall have to answer any five (weight age 2 marks each)
2. The remaining five questions shall have internal choice. The weight age for each question shall be 10
marks.
`
Program: MBA
Semester I
Course Periods Evaluation Scheme

S.N Subject Credit Externa
Code L T P Internal Total
l
1 MBA101 Principles of Management 4 0 0 4 40 60 100
Computer Fundamentals, Internet, & MS- 3 1 0
2 MBA131 4 40 60 100
Office
3 MBA103 Managerial Economics 4 0 0 4 40 60 100
4 MBA199 English Communication & Soft Skills-I 3 0 2 4 50 50 100
5 MBA106 Financial Accounting 3 2 0 4 40 60 100
MBA116/
6 Human Resource Management 4 0 0 4 40 60 100
MBA205
7 MBA151 Computer Fundamental (practical) 0 0 4 2 50 50 100
Total 21 3 6 26 300 400 700
Semester II

S.N Subject Credit Interna Externa
Code L T P Total
l l
1 MBA201 Marketing Management 4 0 0 4 40 60 100
2 MBA202 Business Research 4 0 0 4 40 60 100
Production and Operations
3 MBA203 4 0 0 4 40 60 100
Management
4 MBA206 Cost and Management Accounting 4 0 0 4 40 60 100
MBA216/
5 Business Statistics 4 0 0 4 40 60 100
MBA104
MBA217/
6 Business Environment 4 0 0 4 40 60 100
MBA107
MBA218/
7 Organizational Behaviour 4 0 0 4 40 60 100
MBA108
8 MBA251 Comprehensive Viva-Voce 0 0 0 4 50 50 100
9 MBA299 English Communication & Soft 3 0 2 4 50 50 100

Skills- II
Total 31 0 2 36 380 520 900

Semester III

Credi
S.N Subject Extern Tot
Code L T P t Internal
al al
1 MBA301 Management Information System 4 0 0 4 40 60 100
2 MBA302 Entrepreneurship Development 4 0 0 4 40 60 100
3 MBA399 Corporate Communication 3 0 2 4 50 50 100
MBA311/ Operations Research
4 4 0 0 4 40 60 100
MBA204
5 Specialization Group -1 (Major) Elective -1 4 0 0 4 40 60 100
8 Specialization Group -2 (Minor) Elective -1 4 0 0 4 40 60 100
9 MBA351 Summer Training Report 0 0 0 4 50 50 100
Total 31 0 2 36 380 520 900
Electives
Retail Marketing Finance IB HR EVENT

(Major) Elective 1
MBR301 MBM301 MBF301 MBI301 MBH301 MBE301
(Retail (Consumer (Financial (International (Performance (Event
Management) Behaviour Management) Business and Management)
and Management ) Compensation
Advertising Management)
Management)
(Major) Elective 2
(Customer (Brand. (Income Tax (Export, (Team (Public
Relationship Management) Law and Import- Policy building, Relations)
Management) Practice) and Training and
Documentation) Development)
(Major) Elective 3
(Brand (Service (Security and (International (Human (Service
Management) Marketing) Investment Tendering and Resource Marketing)
Analysis) Commodity Development)
Trading)
(Minor) Elective 1
(Retail (Consumer (Financial International (Performance (Event
Management) Behaviour Management) Business and Management)
and Management) Compensation
Advertising Management)
Management)
Semester IV

S.N Subject Credit Tota
Code L T P Internal External
l
1 MBA401 Strategic Management 4 0 0 4 40 60 100
2 MBA402 Supply Chain Management 3 2 0 4 40 60 100
3 MBA403 Total Quality Management 3 2 0 4 40 60 100
Specialization Group -1 (Major)
4 4 0 0 4 40 60 100
Elective -4
Specialization Group -2 (Minor)
5 4 0 0 4 40 60 100
Elective -2
Dissertation (Based on Market
6 MBA451 0 2 3 4 50 50 100
Survey)
7 MBA452 Comprehensive Viva 0 0 0 4 50 50 100
Personality Development &
8 MBA499 Communication 3 0 2 4 50 50 100
Total 21 6 5 32 350 450 800
Electives
Retail Marketing Finance IB HR EVENT

Elective 5 (Major 4)
(Store and (Rural and (International (Forex (Industrial and (Media
Warehousing Industrial Financial Management) Labour Laws) Management)
Management) Marketing) Management)
Elective 6 (Minor 2)
(Customer (Brand. (Income Tax (Export, (Team building, (Media
Relationship Management) Law and Import- Policy Training and Management)
Management) Practice) and Development)
Documentation)
Note:-
L – Lecture T- Tutorial P- Practical C-Credits
1L=1 Hour 1T= 1 Hour 1P= 1 Hour 1C = 1 Hour of Theory Paper
1C = 2 Hour of Practical / Tutorial
MBA - Semester I
PRINCIPLES OF MANAGEMENT
Course Code: MBA101 L-4, T-0, P-0 C-4
Objective: The basic objective of this course is to provide the knowledge of basic concepts and principles of management.
Unit-wise Course Contents:

1. Fundamentals of Management: Concept, Nature, Importance; Management: As an Art and Science, Management as a
Profession, Management Vs. Administration, Management Skills, Levels of Management, Characteristics of Quality
Managers. Evolution of Management: Early contributions, Taylor and Scientific Management, Fayol's Administrative
Management, Bureaucracy, Hawthorne Experiments and Human Relations, Social System Approach, Decision Theory
Approach. Business Ethics and Social Responsibility: Concept, Shift to Ethics, Tools ofEthics.
(10 Hours)
2. Management Functions: Introduction to Functions of Management, Planning: Nature, Scope, Objectives,
Significance, Types, Process, Barriers to Effective Planning, Planning Premises and Forecasting, Key to Planning,
Decision Making. Organizing: Concept, Organization Theories, Forms of Organizational Structure, Combining Jobs:
Departmentation, Span of Control, Delegation of Authority, Authority and Responsibility, Organizational Design.
(8 Hours)
3. Staffing and Directing: Concept, System Approach, Manpower Planning, Job Design, Recruitment and Selection,
Training and Development, Performance Appraisal. Directing: Concept, Direction and Supervision. Basics of
Motivation: Concept, Motivation and Performance, Theories of Motivation, Approaches for Improving Motivation, Pay
and Job Performance, Quality of Work Life, Morale Building, Sustained Motivation.
(10 Hours)
4. Leadership: The Core of Leadership: Influence, Functions of Leaders, Leadership Style, Leadership Development.
Communication: Process, Importance, Channels, Barriers to Communication, Communication and management, Role
of communication in managerial effectiveness.
(6 Hours)
5. Controlling: Concept, Types of Control, Methods: Pre-control, Concurrent Control, Post-control, An Integrated
Control System, The Quality Concept Factors affecting Quality, Developing a Quality Control System, Total Quality
Control, Pre-control of Inputs, Concurrent Control of Operations. Post Control of Outputs.
(6 Hours)
Text Books:
1. Stoner, Freeman and Gilbert Jr, Management, Prentice Hall of India.
2. Koontz, Principles of Management, Tata McGraw Hill, 2008.
Reference Books:
1. Robbins S.P. &Decenzo David A., Fundamentals of Management: Essential Concepts and Applications, Pearson
Education.
2. Hillier Frederick S. & Hillier Mark S., Introduction to Management Science: A Modeling and Case Studies Approach
with Spreadsheets, Tata McGraw-Hill, 2008.
* Latest editions of all the suggested books are recommended.
Semester I
Computer Fundamentals, Internet, & MS-Office
Course Code: MBA131 L-3, T-1, P-0, C-4
Objective: To give the basic knowledge of Computer hardware, Internet and application software with
DOS keys to the students.
Course Contents
Unit I:
Introduction and Definition of Computer: Computer Generation, Characteristics of Computer,
Advantages and Limitations of a computer, Classification of computers, Functional components of a
computer system (Input, CPU, Storage and Output Unit), Types of memory (Primary and Secondary)
Memory Hierarchy. Hardware: a) Input Devices- Keyboard, Mouse, Scanner, Bar Code Reader b)
Output Devices – Visual Display Unit (VDU), Printers, Plotters etc. Software: Introduction, types of
software with examples, Introduction to languages, Compiler, Interpreter and Assembler. Number
System: Decimal, Octal, Binary and Hexadecimal Conversions, BCD, ASCII and EBCDIC Codes.
(Lecture08)
Unit II:
MS – DOS: Getting Started on DOS with Booting the System, Internal Commands: CHDIR(CD),CLS,
COPY, DATE, DEL(ERASE), DIR, CHARACTER, EXIT,MKDIR(MD), REM, RENAME(REN),
RMDIR(RD), TIME, TYPE, VER, VOL, External Commands: ATTRIB, CHKDSK, COMMAND,
DOSKEY, EDIT, FORMAT,HELP, LABEL, MORE, REPLACE, RESTORE, SORT, TREE,
UNDELETE, UNFORMAT,XCOPY.
Introduction of Internet: History of internet, Web Browsers, Searching and Surfing, Creating an E-
Mail account, sending and receiving E-Mails. (Lecture 08)
Unit III:
MS Word: Starting MS WORD, Creating and formatting a document, Changing fonts and point size,
Table Creation and operations, Autocorrect, Auto text, spell Check, Word Art, Inserting objects, Page
setup, Page Preview, Printing a document, Mail Merge. (Lecture 08)
Unit IV:
MS Excel: Starting Excel, Work sheet, cell inserting Data into Rows/ Columns, Alignment, Text
wrapping , Sorting data, Auto Sum, Use of functions, Cell Referencing form, Generating graphs,
Worksheet data and charts with WORD, Creating Hyperlink to a WORD document, Page set up, Print
Preview, Printing Worksheets.
. (Lecture 08)
Unit V:
MS-POWERPOINT: Starting MS–Power Point,, Creating a presentation using auto content Wizard,
Blank Presentation, creating, saving and printing a presentation, Adding a slide to presentation,
Navigating through a presentation, slide sorter, slide show, editing slides, Using Clipart, Word art
gallery, Adding Transition and Animation effects, setting timings for slide show, preparing note pages,
preparing audience handouts, printing presentation documents.
(Lecture 08)
Course outcomes:
After studying this course, you should be able to:
 Understand the fundamental hardware components that make up a computer’s hardware and the
role of each of these components
 Understand the difference between an operating system and an application program, and what
each is used for in a computer
 Describe some examples of computers and state the effect that the use of computer technology
has had on some common products
 Be familiar with software applications
 Understand file management
 Accomplish creating basic documents, worksheets, presentations with their properties.
 Experience working with email and recognize email netiquette.
Text Books:
1. Sinha P.K., Computer Fundamentals, BPB Publishing.
2. Bill Bruck., The Essentials Office 2000 Book, BPB Publishing.
3. Leon A. & Leon M., Introductions to Computers, Vikas Publications.
Reference Books:
1. Peter Norton_s, Introductions to Computers, Tata McGraw Hill.
2. Price Michael, Office in Easy Steps,TMH Publication.
*Latest editions of all the suggested books are recommended.
Effective from session 2017-18

MBA - Semester I
MANAGERIAL ECONOMICS
Course Code: MBA103 L- 4, T-0, P-0, C-4
Objective: The course intends to develop a perspective necessary for the application of modern economic concepts,
percepts, tools and techniques in evaluating business decisions taken by a firm.

1. Introduction: Nature, scope and significance of managerial economics, its relationship with other disciplines; Role of
managerial economics in business decisions; Fundamental economic concepts, incremental principle, opportunity cost
principle, discounting principle, equi-marginal principle, time value of money.
(6 Hours)
2. Demand Analysis and Consumer Behavior: Demand functions - Generalized demand function and demand function,
individual and market demand functions, law of demand, determinants of demand; Elasticity of demand - meaning,
importance in business decisions and its measurement; Cardinal and Ordinal approaches to consumer behavior;
Demand forecasting -its significance and techniques.
(9 Hours)
3. Production and Cost Analysis: Production function - meaning and significance; short run and long run production
analysis; Empirical estimation of production functions; short and long run cost function - their nature, shape and inter -
relationship; Empirical estimation of cost function; Economies of scale and scope.
(9 Hours)
4. Theory and Behaviour of Firm: Different market structures and their characteristics, Profit maximization objective,
Alternative objectives of business firms, short run and long run price -output decisions under perfect competition,
monopolistic competition, monopoly and oligopoly; Pricing strategies - full - cost pricing, product line pricing, price
skimming and penetration pricing.
(9 Hours)
5. Macroeconomics: National Income, Concepts and methods of its measurement; Inflation -demand pull and cost push
inflation, effects of inflation, control of inflation; Business cycles -nature and phases of business cycle, policies to
control business cycles.
(7 Hours)
Text Books:
1. Dwivedi, D.N., Managerial Economics, Vikas Publishing House Pvt. Ltd., New Delhi. Ed.
2006.
2. Vaish M.C., Macro Economic Theory, Vikas Publishing House Pvt. Ltd., 2007.
3. Dhingra I.C., Managerial Economics, S. Chand Publishers, New Delhi. Ed. 2008.
Reference Books:
1. Christopher R. Thomas &S.Charles Maurice, Managerial Economics, Tata McGraw - Hill,
New Delhi. 2006.
2. Petersen Craig H. et al., Managerial Economics, Pearson Education, 2006.

First Semester
ENGLISH COMMUNICATION& SOFT SKILLS-I
Code: MBA199 L -3T-0 P-2 C-4
Objective- The objective of the course is to impart basic knowledge of English Language and Communication.
Course Content:
Module – 1
Significance of English Language 4 Hours
a) Role and importance of English language in corporate.
b) Language as a tool of communication.
Module -2
Vocabulary Building 10 Hours
a) Word Formation Methods

i. Prefix
ii. Suffix
iii. Conversion
iv. Compounding
b) Homophones
c) One word Substitutes
d) Words often confused
Module -3
Fundamentals of English Language 12 Hours
e) Parts of Speech
f) Basic Auxiliaries and Modals
g) Tenses
Module – 4
Self Enhancement Skills 14 Hours
a) Understanding self
b) Self introduction
c) Introducing others
d) Managing Emotions
e) Understanding Roles
f) Basic etiquettes at college premises
(Note- Refer to workbook to carry out exercises as class room activity and home assignment.)
Learning Outcomes-
Students will be able to

 Know the importance of English Language for their future and start feeling, thinking and living with
English.
 Use different words in different situations and be aware of impurities concerning the usage of words.
 Communicate with confidence.
 Exercise the correct use of grammar in their written and spoken English.
 Introduce themselves and others.
 Build a proper attitude required for overall development of a professional.
Evaluation & Assessment: The students will be evaluated on all four parameters of LSRW
External Exam Internal Assessment Total

50 50 100
Internal Assessment: 50
Best 2 out of Three CTs Attendance Workbook Assignments & Viva Total
20 10 10+10 50
Viva to be carried out by external faculty from within the university.
Reference Books:
 ILFS Bi-lingual Course in Basic English, ILFS Skill Development Corporation

 English Grammar Composition & Usage by J.C. Nesfield, Macmillan Publishers
 The Business letters by MadanSood, Goodwill Publishing House, New Delhi
 Communication Skills by Sanjay Kumar &PushpLata, Oxford University Press
 Taylor Grant, English Conversation Practice, Tata McGraw Hill New Delhi.
 Mohan Krishna and BanerjiMeera, Developing Communication Skills, MacMillan India Ltd., Delhi.
MBA - Semester I
FINANCIAL ACCOUNTING
Objective: The basic purpose of this course is to learn the basic accounting concepts, and tools of financial analysis.
1. Financial Accounting: Meaning, nature and importance. Accounting cycle, accounting equation. Journal, Ledger and
Trial Balance.
(8 Hours)
2. Preparation of Final Accounts: Manufacturing Accounting, Trading Account, Profit and Loss Account, Profit and
Loss appropriation Account, Balance Sheet (with adjustments).Depreciation Accounting.
(10 Hours)
3. Analysis of Financial Statement: Meaning and importance Ratio analysis, Profitability ratios, Activity ratios,
Liquidity ratios, Long-term solvency ratios, Common size statement, Comparative statements and Trend analysis.
(10 Hours)
4. Funds Flow Statement: Meaning and importance, Preparation of schedule of changes in working capital; Preparation
of funds flow statement and its analysis.
(6 Hours)
5. Cash Flow Statement: Meaning and importance- various cash and non-cash transactions, Flow of cash, Preparation of
cash flow statement and its analysis.
(6 Hours)
Note: Case study on practical analysis of Balance Sheets of Joint Stock Companies and Bank Text Books:
1. Bhattacharya S.K. & John Dearden, Accounting for management, Vikas Publication, 2006,
2. Jain S.P. &Narang K.L., Advanced Accounting, Kalyani Publication, Revised edition.
Reference Books:
1. Maheshwari S.N. &Maheshwari S.K., Corporate Accounting Vikas Publication, 2008.
2. Dr. Arjun Das, FinancialAccounting- Navyug Publications, Agra
3. Robert Anthony & Hawkins, Accounting Test and Cases, Irwin London, 1995.

MBA - Semester I
HUMAN RESOURCE MANAGEMENT
Course Code: MBA 116/ MBA 205 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of human resource management.
1. Elements of HRM: Evolution of HRM, Meaning, Nature and Scope, HRM functions and objectives, Difference
between HRM and Personnel Management, Human Resources Development in India, Role of HR managers.
Manpower Planning.
(8 Hours)
2. Job Analysis, Recruitment and Selection: Job Analysis - Job Description, Job Specification. Recruitment and
Selection- Methods and Procedures. Difference between recruitment and selection process.
(8 Hours)
3. Human Resource Development: Training and Development- Purpose, Methods and issues of training and
management development program, Mentoring and Coaching.
(8 Hours)
4. Performance and Job Evaluation: Definition, Purpose of appraisal, Procedures and Techniques including 360 degree
Performance Appraisal, Job Evaluation:-concept, methods and types.
(8 Hours)
5. Job Enrichment: Promotion, Transfer and Separation: Promotion - purpose, principles and types; Transfer - reason,
principles and types; Separation - lay-off, resignation, dismissal, retrenchment, Voluntary Retirement Scheme. Job
Enrichment, Job Enlargement, Job rotation.
(8 Hours)
Text Books:
1. Bratton J. & Gold J., Human Resource Management: Theory and Practice, Palgrave, 2003.
2. Gomez Mejia et.al, Managing Human Resources, Pearson Education.
Reference Books:
1. Aswathappa, Human Resource Management, Tata McGraw-Hill, 2003.
2. Dessler, Human Resource Management, Prentice-Hall.

MBA - Semester I
COMPUTER FUNDAMENTALS
(Practical)
Course Code: MBA 151 L- 0, T-0, P-4, C-2
Objective: The basic objective of this course is to get familiar with computers.
Course Contents:
1. Preparation of Questionnaires, Presentations, Tables based on MS-Word, MS-Excel, MS-PowerPoint.
2. Application of these Softwares for Documentation and Report Generation.
3. Creating Tables, Queries forms, Reports based on Microsoft Access.
EVALUATION SCHEME
Evaluation of Practical Examination: (Computers)
Internal Evaluation (50 Marks)

Each experiment would be evaluated by the faculty concerned on the date of the experiment on a 5 point scale which
would include the practical conducted by the students and a viva voce taken by the faculty concerned. The marks shall
be entered on the index sheet of the practical file.
Evaluation:
PRACTICAL PERFORMANCE And VIVA

DURING THE SEMESTER (30 MARKS) ATTENDANCE QUIZ VIVA TOTAL
EXPERIMENT FILE VIVA (5 MARKS) (5 (10 INTERNAL
(10 MARKS) WORK (10 MARKS) MARKS) (50 MARKS)
(10 MARKS)
MARKS)
External Evaluation (50 Marks)

The External Evaluation Would Be Done By The External Faculty Based On The Experiment
Conducted During The Examination.
EXPERIMENT FILE WORK VIVA TOTAL
___________________________________________________________________________________
(20 MARKS) (10 MARKS) (20 MARKS) EXTERNAL
(50 MARKS)
MBA - Semester II
MARKETING MANAGEMENT
Objective: The basic objective of this course is to understand the concepts of marketing. Unit-wise
Course Contents:
1. Basics of Marketing: Introduction, Definition, Importance and Scope of Marketing, Core
marketing concepts, Elements of Marketing - Needs, Wants, Demands, Consumer, Markets and
Marketers; Marketing Vs Selling, Consumer Markets and Industrial Markets. Concept of
Marketing Management, Marketing - Mix, Functions of Marketing Management, Marketing
Organizations, Marketing Environment, Factors Affecting Marketing Environment, Marketing
Information System and Marketing Research. (8 Hour)
2. STP Marketing: Market Segmentation, Segmenting the Market, Benefits, of Market Segmentations, Market
Segmentation Procedure, Basis for Consumer/Industrial Market Segmentation. Market Targeting - Introduction,
Procedure. Product Positioning - Introduction, Objectives, Usefulness, Differentiating the Product, Product
Positioning Strategy.
(10 Hours)
3. Product Design: Marketing - Mix Decisions, Product Decisions, New Product Development-Concept and
Necessity for Product Development, Failure of New Products, New Product Planning and Development Process,
Product-Mix, Branding and Packaging Decisions, Product Life cycle - Stages and Strategies for Different Stages of
PLC.
(8 Hours)
4. Pricing, Distribution, and Promotion Decision: Pricing Decisions, Pricing Objectives, Policies Methods of
Setting Price, Pricing Strategies, Channels of Distribution for Consumer/ Industrial Products, Factors Affecting
Channel Distribution, Management of Channels: Current Trends in Wholesaling and Retailing Decision.
(8 Hours)
5. Service Marketing Aspect: A Brief Account of Marketing of Services, Social Marketing, Online Marketing.
(6 Hours)
Text Books:
1. Kotler Philip, Marketing Management: Analysis, Planning, Implementations and Control, Pearson Education, New
Delhi. 2003, 11th edition.
2. Stanton William J., Fundamentals of Marketing, McGraw Hill, N. Delhi 10th Ed.
3. Kotler Philip & Armstrong Graw, Principles of Marketing, Pearson Education, New Delhi
2004.
Reference Books:
1. Neelamegham S., Indian Cases in Marketing, Vikas Publication, New Delhi.
2. Bull Victor P., Marketing Management: A Strategic Planning Approach, McGraw Hill, New York.
3. Czinkota M.R., Marketing Management, Pearson Education Asia, New Delhi 2004.
MBA - Semester II
BUSINESS REASEARCH
Objective: The basic objective of this course is to understand the concepts of business research and its applications.

1. Introduction: Concept of Research and Its Application in Various Functions of Management,
Types of Research, Types of Business Problems Encountered by the Researcher, Problems and
Precautions to the Researchers. (8 Hours)
2. Process of Research: Steps Involved in Research Process. Research Design: Various Methods of Research Design.
Concept of Sample, Sample Size and Sampling Procedure, Various Types of Sampling Techniques, Determination
and Selection of Sample Member. Collection of Data.
(8 Hours)
3. Types of Data: Secondary and Primary, Various Methods of Collection and Data, Preparation
of Questionnaire and Schedule, Types of Questions, Sequencing of Questions, Check
Questions, Length of Questionnaire, Precautions in Preparation of Questionnaire and Collection
of Data. (8 Hours)
4. Analysis of Data: Coding, Editing and Tabulation of Data, Various Kinds of Charts and
Diagrams Used in Data Analysis: Bar and Pie Diagrams and their Significance, Application and
Analysis of Variance (ANOVA). Measurement and Central Tendency, Measure of Dispersion
and their Advantages, Hypothesis testing. (10 Hours)
5. Report Preparation: Types and Layout of Research Report, Precautions in Preparing the
Research Report. Bibliography and Annexure in the Report: Their Significance, Drawing
Conclusions, Suggestions and Recommendations to the Concerned Persons. Use of SPSS in
Data Analysis. (6 Hours)
Text Books:
1. Cooper & Schindler, Business Research Methods, Tata McGraw Hill.
2. Saunders Research Methods for Business students, Pearson Education, 2007.
3. Malhotra Naresh K., Marketing Research, Pearson Education.
Reference Books:
1. Gravetter, Research Method for Behavioral Sciences, Cengage Learning.
2. Beri G.C., Marketing Research, Tata McGraw Hill, 4th Edition.
3. Kothari C.R., Research Methodology Methods and Techniques, New Age International Publishers.

MBA - Semester II
PRODUCTION AND OPERATIONS MANAGEMENT
Objective: The basic objective of this course is to understand the concepts of production and operations management.
1. Operations Management: An overview, Definition of production and operations management, Production Cycle,
Classification of operations, Responsibilities of Operations Manager, New Product Development, Product Design,
Service Design.
(8 Hours)
2. Project and Process Planning: Types in manufacturing: project, jobbing, batch, line, continuous, mass. Plant
Location, Layout Planning. Project Management: PERT/CPM, Resource Leveling, Project Scheduling, Forecasting
as a planning tool. Productivity and Work study: Method study, Work Measurement, Work sampling and its
applications.
(8 Hours)
3. Production Planning Techniques: Production Planning techniques, Routing Decisions, Scheduling types and
principles, master production schedule, Aggregate Planning. Total Productive Maintenance (TPM), Capacity
Planning, Total Preventive Maintenance.
(8 Hours)
4. Basic Concepts of Quality: Dimensions of quality, Juran's quality trilogy, Deming's 14 principles, Quality circles,
KAIZEN and BPR, Poka - Yokes, Zero Defects. Bird's view of
SPC.
(8 Hours)
5. Materials Flow Control: Raw Materials and WIP inventory control, JIT purchasing, Lead time control.
Manpower Scheduling: Techniques of manpower scheduling. Inventory Management -Objectives, Factors,
Process, Inventory control techniques- ABC, VED, EOQ, SED, and FSN.
(8 Hours)
Text Books:
1. Adam JrEveretl E.R.J., Production and Operations Management, Prentice-Hall, 2000.
2. Charry, Production and Operations Management, Tata McGraw-Hill, 1997.
3. Johnston R. et al, Cases in Operations Management, Prentice-Hall, 1993.
Reference Books:
1. McGregor D., Operations Management, McGraw-Hill, 1960.
2. Morton, Production and Operations Management, Vikas publication.
3. Haleem A., Production and Operations Management, Galgotia Books, 2004.

MBA - Semester II
COST AND MANAGEMENT ACCOUNTING
Objective: The objective of this course is to acquaint students with various concepts of costing and highlight the
decision-making and control, focus on managerial accounting.

1. Introduction of Cost Accounting: Meaning, objectives and functions of cost accounting, Role of Costing in
decision making, Types of cost; cost concepts; Elements of cost;-Overheads and their Allocation and
Apportionment.
(8 Hours)
2. Preparation of Cost Sheet: Methods of Costing, Reconciliation of Cost and Financial Accounting. Marginal
Costing: Marginal Costing versus Absorption Costing, Cost-Volume-Profit Analysis and Break-even analysis,
Margin of Safety, key factors, Managerial Applications of Marginal Costing.
(8 Hours)
3. Differential Costing and Incremental Costing: Concept, uses and applications, Methods of calculation of these
costs and their role in management decision making. Standard Costing: Concept of standard cost, establishing
various cost standards, Variance analysis, Material, Labour and its applications and implications.
(8 Hours)
4. Budgeting: Concept of Budget, Budgeting and Budgetary Control, Types of Budgets and their preparation and
Advantages and Limitations of Budgetary Control.
(8 Hours)
5. Responsibility Accounting: Concept and various approaches to Responsibility Accounting, Concept of

investment centre, cost centre, profit centre and responsibility centre and its managerial implications.
(8 Hours)
Text Books:
1. Horngren et al, Introduction to Management Accounting, Pearson, 2002.
2. Khan & Jain, Management Accounting, Tata McGraw-Hill, 2006.
3. Pandey, I.M., Management Accounting, Vikas Publication, 2004.
Reference Books:
1. Bhattacharyya S.K. &Dearden J., Accounting for Management, Vikas Publication.
2. Kishore Ravi M., Advanced Management Accounting, Taxmann, 2007.

MBA - Semester II
BUSINESS STATISTICS
Objective: The basic purpose of the course is to provide the knowledge about statistical tools and techniques to assist
the participants in better decision making.
1. Introduction to statistics: Application of inferential statistics in managerial decision-making; Measures of central

tendency: Mean, Median and Mode and their implications; Measures of Dispersion: Range, Quartile deviation,
Mean deviation, Standard deviation, Skew ness and Kurtosis.
(6 Hours)
2. Time series analysis: Concept, and Secular trend; Seasonal variation; Cyclical variation and Irregular variation;
Various methods of Time Series analysis, and their applications in business decision-making; Construction of
Index Numbers and their managerial application.
(8 Hours)
3. Correlation and Regression: Meaning and uses; various methods of calculation of coefficients and their analysis
and implication.
(8 Hours)
4. Probability: Concept of probability and its uses in business decision-making; Addition and multiplication theorem
of probability; Baye's theorem analysis, and its application, Probability Theoretical Distributions: Concept and
application of Binomial; Poisson and Normal distributions.
(8 Hours)
5. Estimation Theory and Hypothesis Testing: Sampling theory; Formulation of Hypotheses; Application of Z-test,
t-test, F-test and Chi-Square test. Techniques of association of Attributes & Testing.
(10 Hours)
Text Books:
1. Beri, G.C., Statistics for Management, Tata McGraw-Hill, 13th edition.
2. Chandran J.S., Statistics for Business and Economics, Vikas Publication, 1998.
3. Render and Stair Jr, Quantitative Analysis for Management, Prentice-Hall.
4. Sharma J.K., Business Statistics, Pearson Education.
Reference Books:
1. Gupta C.B., An Introduction to Statistical Methods Vikas publication.
2. Dr. K.L. Gupta;Business Statistics; Navyug Publications, Agra
3. Earshot L., Essential Quantitative Methods for Business Management and Finance, Palgrave,2001.
4. Levin Rubin, Statistics for Management, Pearson, New Delhi, 2000.

MBA - Semester II
BUSINESS ENVIRONMENT
Objective: The basic purpose of this course is to understand the concept of Business Environment, Political, Legal and
Global Policies, Philosophy and strategy of planning, and Consumerism.
1. Concept of Business Environment: Significance and nature, Interaction matrix of different

environment factors, Process of environmental scanning, Basic philosophies of Capitalism and
Socialism with their variants. (8 Hours)
2. Politico-Legal Environment: Relationship between business and Government of India; Constitutional provisions
affecting business; Introduction to some important business laws: MRTP, Industrial (development and regulation)
Act 1951, FEMA, SEBI Act, Consumer Protection Act; changing dimensions of these laws and their impact on
business. (8 Hours)
3. Economic Environment: Philosophy and strategy of planning in India; Problem of poverty; Concept of mixed
economy: the public sector and the private sector, their changing roles; Industrial policy in India in recent years;
Policy with regard to small scale industries and labour; The monetary policy, fiscal policy and union budget as an
instrument of growth and their impact on business. Financial institutions and their relevance to business operations;
Multinational corporations (MNCs).
(8 Hours)
4. Technological and Socio-Cultural Environment: Policy for research and development in
India; Problem of selecting appropriate technology; Multinationals as source of technology;
foreign collaborations and joint ventures; Impact of culture and values: Salient features of
Indian culture and values and their implications for industrialization and economic growth;
Emergence of middle class and consumerism; Development of business entrepreneurship in
India; Social responsibility and Indian business. (8 Hours)
5. Liberalization in India: The New Economic Policy; Globalization; Policy changes for
liberalization-Industrial policy; Exim policy; Banking policy; FDI policy; Reforms in capital
market; Structural reforms; Impact of reform measures, Salient Features of WTO , Global
business environment. (8 Hours)
Text Books:
1. Adhikari M., Economic Environment of Business, S. Chand & Sons.
2. Ghosh, Economic Environment of Business, Vikas Publications, 2004.
Reference Books:
1. Agarwal R., Business Environment, Excel Books, 2002.
2. Bedi S.K., Business Environment, Excel Books, 2004.
3. George A. & Steiner G.A., Business, Government andSociety, Macmillan Publishers.

MBA - Semester II
ORGANISATIONAL BEHAVIOUR
Objective: The basic objective of this course is to understand the concept of organizational behavior.
1. Introduction to Organizational Behaviour: Concept, nature, characteristics, conceptual foundations,

determinants and importance; concept of knowledge management and Emotional Intelligence in contemporary
business organization.
(8 Hours)
2. Understanding Human Behaviour in Management: Perception: Concept, nature, process, importance.

Management and behavioral applications of perception. Attitude: concept, process, and importance. Attitude
measurement. Personality: Concept, nature, types and theories of personality shaping. Learning In Management:
Concept and theories of learning, learning Principles, Role of learning in management.
(8 Hours)
3. Motivation and Leadership: Concept, principles, theories - content and process. Monetary
and non-monetary motivation. Leadership: Concept, functions, styles, and theories of
leadership-trait, behavioral, and situational. (8 Hours)
4. Interpersonal Relationship management: Analysis of Interpersonal Relationship, Developing interpersonal

relationship. Rapport Building techniques and tips Group Dynamic: Definition of Group, Stages of Group
Development, Punctuated Equilibrium Model, Group Structure, Group Decision Making.
(8 Hours)
5. Stress and Conflict Management: Define Stress and its potential sources, Individual and
Organizational Approaches for managing stress. Conflict Management- Concept, sources,
types, functionality and dysfunctional of conflict. Classification of conflict-intra individual,
inter-personal, inter-group, and organizational. Resolution of conflict, meaning and types of
grievance and process of grievance handling. (8 Hours)
Text Books:
1. Davis Keith, Human Behavior at Works: Organizational Behaviors, Tata McGraw- Hill, New
Delhi.
2. PareekUdai, Behavioral Process in Organizations, Oxford and IBH, New Delhi, 1981.
3. Robbins S.P., Organizational Behavior, Pearson Education, New Delhi, 2003.
Reference Books:
1. Luthans Fred, Organizational Behavior, McGraw Hill, New Delhi, 1998.
2. Chandran J.S., Organization Behavior, Vikas Publishing House, 2004.

MBA - Semester II
COMPREHENSIVE VIVA VOCE
Objective: The objective of this course is to judge the understanding as well as application of the knowledge gained by
the students by the end of the first year of the course.
Guidelines:
1. The comprehensive viva voce is scheduled to be held at the end of II Semester in the first year.
2. This is also to see the articulation of what is being learnt by them and see their relevance in the practical field.
3. The Total marks of viva are 100. The internal marks will be awarded by taking the presentation of the students in
the class on any topic of first sem syllabus in the front of a panel of at least three faculty members to be appointed
by the Director / Principal of the College.
4. The marks will also be awarded by the external examiner to be appointed by the examination division.
EVALUATION SCHEME
COMPREHENSIVE VIVA
(To be filled by Internal Examiners only)
Name of Candidate: Roll No:
Class and Section:
Please evaluate out of marks as indicated.
Sl. Details Marks

No.
Int. Exam. 1 Int. Exam. 2 Int. Exam.3 Average
KNOWLEDGE GAINED DURING THE

1
SEMESTER [20 marks/
CONFIDENCE LEVEL OF STUDENT [15
2
marks]
3 SPEAKING ABILITY [15 marks]
Total
Signature
Average out of 50
Signature of Director
(To be filled by the External Examiner only)
Name of Candidate:
Date:
Please evaluate out of fifty marks.
S.No. Details Maximum marks Marks obtained

in each column
1 KNOWLEDGE GAINED DURING THE SEMESTER 20
2 CONFIDENCE LEVEL OF STUDENT 15
3 SPEAKING ABILITY 15
Total (Out of 50) 50
Signature:
Roll No :
Second Semester
ENGLISH COMMUNICATION& SOFT SKILLS-II
Code: MBA299 L -3T -0 P-2 C-4
Objective- The objective of the course is to impart basic knowledge of English Language and
Communication.
Course Content:
Module – 1
Fundamentals of Communication
8 Hours
a) Communication: definition and significance
b) Understanding Verbal &Non verbal Communication
c) Using Body Language in Communication
d) Building Conversational Skills
e) 7C’s of Communication
f) Barriers to communication.
Module – 2
Employability Communication
8 Hours
a) Writing Emails
b) Job application writing-solicited and unsolicited
c) Resume
d) Joining reports
e) Handling telephonic Interviews
Module – 3
English Grammar and Usage
12 Hours
a) Prepositions
b) Active and Passive Voice
c) Conditional sentences
d) Question tags
e) Syntax concord
Module - 4
Listening Comprehension 12 Hours
a) Effective Listening
b) Hurdles to listening
c) Listening exercises- Listening to a text reading in class, videos like The Moth, Ted Talks, short
movies with English subtitles, and motivational speeches.
Learning Outcomes-

 Know the importance of English Language and its role in Communication.
 Write and present their resume along with other corresponding tools required for getting job.
 Exercise the correct use of grammar in their written and spoken English.
 Comprehend listening for the sake speaking with force and proper articulation.

50 50 100
20 10 10+10 50
Viva to be carried out by external faculty from within the university
Reference Books:
1. ILFS Bi-lingual Course in Basic English, ILFS Skill Development Corporation

2. Sasikumar V and Dhamija P.V.,Spoken English, Tata McGraw Hill, New Delhi.
3. Allen, W.S., Living. English Speech, London. Longman, 1965
4. Taylor Grant,English Conversation Practice, Tata McGraw Hill New Delhi.
5. Thomson A. J. &Martinet A. V.,A Practical. English. Grammar, Oxford University Press,
New Delhi.
6. Department of English and Modern European Languages, University of Allahabad, Anthology of
Modern Prose, Oxford University Press.
7. Mohan Krishna and BanerjiMeera, Developing Communication Skills, MacMillan India
Ltd., Delhi
8. Bansal, R.K. and J.B. Harrison,Spoken English, Orient Longman, New Delhi.
9. Hornby A.S.,Oxford Advanced Learners Dictionary of Current English, 7th Edition.
MBA - Semester III
MANAGEMENT INFORMATION SYSTEM
Objective: The basic objective of this course is to understand the concepts and importance of information system in the
industry for proper decision making.
1. Introduction: Meaning and Role of Information Systems. Types of Information Systems: Operations Support
Systems, Management Support Systems, Expert Systems, and Knowledge Management Systems. Information
Systems for Strategic Management: Competitive Strategy Concepts, Strategic Role of Information Systems.
Integrating Information Systems with Business Strategy, Value Chain Analysis and Strategic Information Systems
Framework.
(8 Hours)
2. Planning for Information Systems: Identification of Applications, Business Planning Systems and Critical
Success Factors, Method of Identifying Applications, Risks in Information Systems. Developing MIS systems:
System Development Cycle; System Analysis; System Design (DFD and ER diagrams).
(8 Hours)
3. Decision Support Systems: MIS support for decision making; Decision support systems; Tools of business
support systems: what if analysis, sensitivity analysis, goal seek analysis, optimization analysis.
(8 Hours)
4. Emerging Concepts and Issues in Information Systems: Cross-functional MIS; ERP; CRM; SCM. Introduction
to Data Warehousing, Data Mining and its Applications, Emerging Concepts in Information System Design and
Application.
(8 Hours)
5. Applications: Transaction processing; Artificial intelligent technologies in business: neural network, fuzzy logic,
genetic algorithm, virtual reality; Executive Information System; Expert Support Systems; Security and Ethical
challenges.
(8 Hours)
Text Books:
1. Kenneth, Laudon& Jane Laudon MIS: Managing the Digital Firm, Pearson Education, 2005.
2. James, A. O'Brien Introduction to Information Systems, Tata McGraw Hill, 2005.
References Books:
1. Turban, E., McLean, E. &Wetherbe, J., Information Technology for Management: Making Connections for
Strategic Advantage. John Wiley and Sons, 2001.
2. Jawadekar, W. S., Management Information Systems. Tata McGraw Hill, 2001.

MBA - Semester III
ENTREPRENEURSHIP DEVELOPMENT
Objective: The basic objective of this course is to understand the concepts of entrepreneurship. Unit-wise Course
Contents:
1. Entrepreneur and Entrepreneurship: Definition of Entrepreneur, Entrepreneurial motivation and barriers;
Internal and external factors; Types of entrepreneurs; Theories of entrepreneurship; Classification of entrepreneurs.
Difference between Entrepreneur and Entrepreneurship, Characteristics of Entrepreneur.
(8 Hours)
2. Idea Generation and Project Formulation: Idea Generation, Screening and Project Identification, Feasibility
Analysis; Project Planning, Evaluation, Monitoring and Control, Project Report Preparation, Operation problems:
Incubation and Take-off, Problems encountered, Structural, Financial and Managerial Problems, Types of
Uncertainty.
(8 Hours)
3. Supportive Agencies for Entrepreneurship: Institutional support for new ventures; Supporting organizations;
Incentives and facilities; Financial Institutions and Small-scale Industries, Govt. Policies for SMEs. Role of SIDBI
& NSIC.
(8 Hours)
4. Entrepreneur Development Programmes (EDP'S): Types, 3S Model, History of entrepreneurship development

in India, Current Status of Entrepreneurship development in India. Role of Woman entrepreneur.
(8 Hours)
5. Industrial Sickness: Sick industries, Reasons for sickness, Remedies for Sickness, Role of BIFR in revival, Bank
Syndications. Micro financing for SME Sector and other aspects.
(8 Hours)
Text books:
1. Couger C, Creativity and Innovation, IPP, 1999.
2. Jacob Nina, Creativity in Organisations, Wheeler, 1998.
3. Velasquez, Business Ethics- Concepts and Cases, Prentice-Hall, 5th edition, 2002.
4. Kittson Alan, Ethical Organisation, Palgrave, 2001.
Reference Books:
1. Jonne&Ceserani, Innovation and Creativity, Crest, 2001.
2. Bridge S.et al, Understanding Enterprise: Entrepreneurship and Small Business, Palgrave,
2003.
3. Holt, Entrepreneurship: New Venture Creation, Prentice-Hall, 1998.
4. Dollinger M.J., Entrepreneurship, Prentice-Hall, 1999.

Third Semester
CORPORATE COMMUNICATION
Code: MBA399 L -3T-0 P-2 C-4
Objective- The objective of the course is to impart knowledge of corporate behaviour and making the
students prepared for job interviews.
Module – 1
Writing Skills 8 Hours
a) Writing Memos,Notice & Circular

b) Drafting Agenda
c) Minutes of meeting
d) Writing Business Letters
Module – 2 10 Hours
Corporate skills
a) Time Management
b) Art of Planning
c) Leadership
d) Positive Attitude
e) Art of Negotiation
Module – 3
Presentation Skills 10 Hours
a) Elements of effective communication

b) Setting objectives
c) Audience analysis
d) Content preparation
e) Using audio visual aids
f) Non verbal codes
Module – 4
Preparation for Job Interviews 12 Hours
a) Interview Preparation
b) Interview gestures and postures
c) Dressing sense
d) Understanding employer expectations
e) Do’s and Don’ts of Interview
f) Group Discussion on relevant topics
g) Mock Interview sessions
Learning Outcomes-

 Do business correspondence for conducting meeting and write business letters.
 Acquire corporate skill and behaviour required to be a successful professional.
 Present themselves confidently with verbal and non verbal cues.
 Perform well in job interview situations.

50 50 100
20 10 10+10 50
Reference Books:
1. ILFS Bi-lingual Course in Basic English, ILFS Skill Development Corporation

2. Raman Meenakshi& Sharma Sangeeta, Technical Communication-Principles & Practices
O.U.P. New Delhi. 2008.
3. Chabbra T N, Business Communication, Sun India Pub. New Delhi.
4. Sehgal M.K. &KhetrapalVandana, Business Communication, Excel Books, New Delhi.
5. MitraBarun K., Personality Development and Soft Skills, O.U.P., New Delhi. 2012.
6. Mohan Krishna and BanerjiMeera, Developing Communication Skills, MacMillan India
Ltd., Delhi
MBA - Semester III
OPERATIONS RESEARCH
Objective: The basic objective of the course is to understand the concepts of operations research and its applications.
1. Introduction: Nature and, scope of Operation Research. Formulation and testing O R models. Linear
programming: Mathematical formulations of LP Models for product-mix problems; graphical and simplex method
of solving LP problems; duality.
(8 Hours)
2. Transportation Problem: Initial basic feasible solution and optimality test, Transhipment. Assignment model:
Hungarian method, Assignment Problem.
(8 Hours)
3. Game Decision Theory: Characteristics, Two persons Zero sum game, pure and mixed strategy, Dominance and
graphical method of solving game. Decision-making environments and decision theory: Decision-making under
uncertainty and risk situations.
(8 Hours)
4. Queuing Theory and Sequencing: Characteristics of M/M/1: oo/FCFS and M/M/1: N/FCFS Queue model
Sequencing Problem: Johnsons Algorithm for n Jobs and Two machines, n Jobs and Three Machines, Two jobs
and m Machines Problems.
(8 Hours)
5. Replacement Problem: Replacement of assets that deteriorate with time, replacement of assets on sudden failure.
(8 Hours)
Text Books:
1. Vohra, Quantitative Techniques in Management, Tata McGraw-Hill, 2nd edition, 2003.
2. Peter C. Bell, Management Science/ Operations Research, Vikas Publication.
3. Kothari, Quantitative Techniques, Vikas publications 1996, 3rd edition.
Reference Books:
1. Akhilesh K.B. &BalasubramanyamS., Quantitative Techniques Vikas Publications.
2. TahaHamdy, Operations Research an Introduction, Prentice-Hall.

MBA - Semester III
Elective 1
Specialization: Retail
RETAIL MANAGEMENT
Course Code: MBR301 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of retail management. Unit-wise Course
Content:
1. Overview of Retailing Management: Introduction to retailing, concept, Nature, scope, Functions of retailing;
Building and sustaining relationships; Retail organization structure, Retail management process Types of Retail
Outlets, Market structure and control; Planning and development.
(8 Hours)
2. Retail Management Situational Analysis: Retail institutions by ownership; Retail institutions by store-based
strategy mix; Web, non store-based, and other forms of nontraditional retailing; Targeting customers and gathering
information; Communicating with customers; Market / competitors , Promotional strategies Choosing a store
location: Trading-area analysis; Site selection; Store design and layout, Display.
(8 Hours)
3. Managing Retail Business: Retail organization and HRM; Operations management: financial and operations
dimensions; Managing retail services; Service characteristics; Branding: perceptions of service quality, sales force
management.
(8 Hours)
4. Delivering the Product: Retail Information Systems; Merchandise management and pricing: Merchandise plan,
Merchandise buying and handling, people in retailing.
(8 Hours)
5. International Retailing: Internationalization and Globalization; Shopping at World stores;

Going International; The Internationalization process; Culture, business and international
management.
(8 Hours)
Text Books:
1. Berman B. & Evans J.R., Retail Management, Pearson Education, 2002.
2. Michael Levy M. &Weitz B.W., Retailing Management, Tata McGraw-Hill, 2004.
Reference Books:
1. Newman A.J. & Cullen P., Retailing: Environment and Operations, Vikas publication, 2002.
2. Varley R. &Rafiq M., Principles of Retail Management, Palgrave, 2004.
3. Lamba, The Art of Retailing, Tata McGraw-Hill, 2001.

MBA - Semester III
Elective 2
CUSTOMER RELATIONSHIP MANAGEMENT
Course Code: MBR302/402 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of CRM and their applications.
1. Introduction: Fundamentals of CRM, Models of key customer behavior such as customer satisfaction, loyalty,
customer defection, word-of-mouth; key concepts, such as closed loop marketing (360 degree marketing) and
touch point analysis.
(8 Hours)
2. CRM Strategies: Benefits and difficulties in developing and implementing CRM strategies; ethical issues arising
from the acquisition, use and sharing of customer data; and CRM's role in managing customers as critical assets,
business intelligence and knowledge management, Role of CRM in Marketing.
(8 Hours)
3. Effective CRM Strategies: Creative and effective CRM strategies and programs, organizational knowledge,
customization and personalization capabilities.
(8 Hours)
4. Marketing Communication Channels: Utilize offline and online channels effectively from an integrated
marketing communications perspective; implementation, monitoring and control issues data mining and modeling,
customer lifetime value, sales force automation, cross-selling/up selling, Customer Loyalty.
(8 Hours)
5. CRM Practices: Customers satisfaction, Creative thinking, Recognize the basic technological infrastructure and
organizations involved in current and emerging CRM practices, such as mobile / wireless communications.
(8 Hours)
Text Books:
1. Levy Weitz, CRM, Tata McGraw-Hill, 2004, 6th edition.
2. Kindle, CRM, Tata McGraw-Hill, 2nd edition.
Reference Books:
1. Berman B. & Evans J.R., Retail Management, Pearson Education, 2002.
2. Michael Levy M. &Weitz B.W., Retailing Management, Tata McGraw-Hill, 2004.

MBA - Semester III
Elective 3
BRAND MANAGEMENT
Objective: The basic objective of this course is to understand the concepts of brand management. Unit-wise Course
Contents:
1. Brand and Brand Planning: Branding Concepts: Brand Awareness (Recognition and Recall), Brand Identity and
Brand Image, Brand Personality, Brand Judgments, Brand Loyalty. Brand Planning: Customer-Based Brand
Equity, Brand Positioning, Creating Mental Maps, Customer-Based Brand Equity Model, Brand Resonance, Brand
Building Blocks.
(8 Hours)
2. Brand Integration: Choosing Brand Elements to Build Brand Equity, Designing Marketing Programs to Build
Brand Equity, Integrating Marketing Communications to Build Brand Equity, Leveraging Secondary Brand
Associations to Build Brand Equity, Brand Element Guidelines, personalizing Marketing, Value Pricing, Blending
"Push" and "Pull" Strategies.
(8 Hours)
3. Brand Equity: Developing a Brand Equity Measurement System, Measuring Sources of Brand Equity: Capturing
Customer Mind-Set. Measuring Outcomes of Brand Equity: Capturing Market Performance. Indirect and Direct
Measures of Brand Equity: Qualitative, Exploratory Research Quantitative, Experimental Approaches to Measure
Brand Equity.
(8 Hours)
4. Brand Architecture: Developing and Implementing Branding Strategies. Introducing and Naming New Products,
Corporate Branding Strategy, Brand Hierarchy, Line extensions, Content development in Branding.
(8 Hours)
5. Brand Growth: Brand Growth: Managing Brands over Time, Managing Brand over Geographic Boundaries and
Market Segments, Reinforcing Brands, and Revitalizing Brands, Global Branding Strategies. Measuring Brand
Equity. Legal Issues in Branding and Commercial Brands.
(8 Hours)
Text Books:
1. Kevin Lane Keller, Strategic Brand Management, Prentice-Hall, 2008.
2. Harsh V. Verma, Brand Management, Excel Books.
Reference Books:
1. Varley R. &Rafiq M, Principles of Retail Management, Palgrave, 2004.

MBA - Semester III
Elective 1
Specialization: Marketing
CONSUMER BEHAVIOUR AND ADVERTISING MANAGEMENT
Course Code: MBM301 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of consumer behaviour and advertising
management.

1. Introduction: Defining Consumer Behaviour, Reasons for Studying Consumer Behaviour,
Understanding Consumer and Total product concept, Environmental Influences on Consumer
Behaviour: Cultural Influence: Discuss Hispanic and Asian Studies. Cross Cultural and Sub
cultural Segmentation, Social Class and Reference Group Influences, Families and Households,
Personal Influences. (8 Hours)
2. Psychological Influences and Persuasion: Psychological Influences: Lifestyles and Psychographics - time
research Memory, Learning, and Perception, Motivation, Mood, and Involvement, Beliefs, Affect, Attitude
Formation and Change and Intention Communication and Persuasion, Begin Sociological (group) influences on
Consumer Decision. (8 Hours)
3. Decision Process and Consumer Behaviour Models: Consumer Decision Process: Problem
Recognition, Search and Evaluation, Purchasing Processes, Post-Purchase Behaviour,
Consumer Behaviour Models, Organization Buying Behaviour. Public Policy and Ethics.
Consumer Advocacy, Consumer Behavior and Society, Consumerism. (8 Hours)
4. Overview of Advertising Management: Advertising management overview: Meaning, nature

and scope of Advertising; Advertising and other promotional tools; Role of advertising in
promotion mix; Process of advertising; Customer and competitor analysis; STP strategies for
advertising. (8 Hours)
5. Advertising Planning: Message creation; Copywriting; Role of creativity in copywriting;

Media planning; Testing for advertising effectiveness; Preparation and choice of methods of
advertising budget; Ethical and social issues in advertising; Management of advertising
agencies. (8 Hours)
Text Books:
1. Batra, Myers and Aaker, Advertising Management, Prentice Hall, 5th edition.
2. Loudon D.L., Consumer Behaviour, Tata McGraw-Hill, 4th edition, 1993.
Reference Books:
1. Schiffman&Kanuk, Consumer Behaviour, Prentice-Hall, 8th edition, 1995.
2. Rama Mohan Rao, Services Marketing, Pearson Education.
3. Blackwell et al, Consumer Behaviour, Vikas publishing, 9th edition, 2004.

MBA - Semester III
Elective 2
BRAND MANAGEMENT
Course Code: MBM302/402 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of brand management. Unit-wise Course
Contents:
1. Brand and Brand Planning: Branding Concepts: Brand Awareness (Recognition and Recall), Brand Identity and
Brand Image, Brand Personality, Brand Judgments, Brand Loyalty. Brand Planning: Customer-Based Brand
Equity, Brand Positioning, Creating Mental Maps, Customer-Based Brand Equity Model, Brand Resonance, Brand
Building Blocks.
(8 Hours)
2. Brand Integration: Choosing Brand Elements to Build Brand Equity, Designing Marketing Programs to Build
Brand Equity, Integrating Marketing Communications to Build Brand Equity, Leveraging Secondary Brand
Associations to Build Brand Equity, Brand Element Guidelines, personalizing Marketing, Value Pricing, Blending
"Push" and "Pull" Strategies.
(8 Hours)
3. Brand Equity: Developing a Brand Equity Measurement System, Measuring Sources of Brand Equity: Capturing
Customer Mind-Set. Measuring Outcomes of Brand Equity: Capturing Market Performance. Indirect and Direct
Measures of Brand Equity: Qualitative, Exploratory Research Quantitative, Experimental Approaches to Measure
Brand Equity.
(8 Hours)
4. Brand Architecture: Developing and Implementing Branding Strategies. Introducing and Naming New Products,
Corporate Branding Strategy, Brand Hierarchy, Line extensions, Content development in Branding.
(8 Hours)
5. Brand Growth: Brand Growth: Managing Brands over Time, Managing Brand over Geographic Boundaries and
Market Segments, Reinforcing Brands, and Revitalizing Brands, Global Branding Strategies. Measuring Brand
Equity. Legal Issues in Branding and Commercial Brands.
(8 Hours)
Text Books:
1. Kevin Lane Keller, Strategic Brand Management, 3rd edition, Prentice-Hall, 2008.
2. Harsh V. Verma, Brand Management, Excel Books.
Reference Books:
1. Varley R. &Rafiq M., Principles of Retail Management, Palgrave, 2004.

MBA - Semester III
Elective 3
SERVICE MARKETING
Objective: The basic objective of this course is to understand the concepts of services marketing. Unit-wise Course
Contents:
1. Introduction: Definition and Characteristics of Services, Classification of Services, Difference
between product and services Evolution of Services marketing, Importance of Services
Marketing in Indian Economy. Service markets system: Service quality; Understanding
customer expectations and zone of tolerance; Segmentation and zone of tolerance; Targeting
and positioning of service. (8 Hours)
2. Services Marketing Mix and Channel Decision: Importance of 7 Ps in Services Marketing.

Developing the service product/intangible product; Service pricing strategy and Approaches to
Pricing Services; Services distributions- Distribution Channels, Channel Design Decision,
Factors Affecting Channel Decisions. (8 Hours)
3. Service Promotion Decision: Importance of Promotion in Services, Advertising, Personal

Selling, Publicity and Sales Promotion; The People Component, Services and the Importance,
Using People to Differentiate Services, Internal Marketing, Employee Motivation and
Implication for Service Delivery. (8 Hours)
4. Physical Evidence and Service Process: Physical Evidence and Services Process- Essential
and Peripheral Physical Evidence, Nature of the Service Process, Customer Participation in
Service Process, Devising Financial Services Marketing Mix Strategies with special reference
to Insurance , Banking, Hotels, Airlines, Tourism. (8 Hours)
5. Services in Global Perspective: International marketing of services; Recent trends; Principal

driving force in global marketing of services; Key decisions in global marketing; Services
strategy and organizing for global marketing. (8 Hours)
Text Books:
1. Lovelock, Services Marketing: People, Technology and Strategy, Pearson Education, 5th
edition, 2001.
2. Zeithaml, Services Marketing, Tata McGraw-Hill, 3rd edition, 1999. Reference
Books:
1. Rao Rama Mohan, Services Marketing, Pearson Education, 3rd edition.

2. ApteGovind, Services Marketing, Oxford Univ. Press.

MBA - Semester III
Elective 1
Specialization: Finance
FINANCIAL MANAGEMENT
Course Code: MBF301 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course to understand the functions, roles, goals and the processes of financial
management.
1. Introduction: Concept of finance, scope and objectives of financial management; Functions of Finance Manager
in Modern Age; Financial decision areas; Time value of money; Risk and Return analysis; Valuation of Securities.
(8 Hours)
2. Investment Decision; Appraisal of project; Techniques of capital budgeting and its applications; Risk and
Uncertainty in Capital Budgeting; Leverage analysis: Financing, operating and combined leverage and its
implications; EBIT-EPS analysis.
(8 Hours)
3. Financing Decision: Long-term sources of finance, Concept and approaches of capital structure decision: NI, NOI,
Traditional and Modigliani Miller Approach; Cost of capital equity share, preference share, debentures, weighted
average cost of capital.
(8 Hours)
4. Working Capital: Concept of Gross Working Capital and Net Working Capital, Various Approaches to Working
Capital Management, Factors affecting working capital requirement and sources of working capital financing,
Management of inventory, receivables and cash.
(8 Hours)
5. Dividend Decision: Dividend policies; Factors affecting dividend policies, Dividend Theories, Bonus policy
guidelines relating to dividend declaration and payment.
(8 Hours)
Text Books:
1. Pandey I.M., Financial Management, Vikas Publications, 2008.
2. Khan & Jain, Financial Management, Tata McGraw-Hill, 2007.
3. Chandra Prasanna, Fundamentals of Financial Management TMH, 2007.
Reference Books:
1. Smith K.V., Management of Working Capital, 2nd edition, Harper Collins Publications.
2. Agarwal J.D., Working Capital Management, Tata McGraw-Hill.

MBA - Semester III
Elective 2
INCOME TAX LAW AND PRACTICE
Course Code: MBF302/402 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of Income tax law and practice.
1. Basic Concepts: Assessment year, Previous year, Person, Assesses, Income, Gross total Income, Computation of
Total Income, Capital and Revenue Expenditure, Capital and Revenue Receipts, Income Exempted from Tax,
Special Provision for Free Trade Zones, and Special Economic Zones.
(8 Hours)
2. Residential Status: Residential Status of an Individual, Company, Partnership Firm, Conditions to calculate
Residential Status, Incidence of tax.
(8 Hours)
3. Heads of Income: Understanding Income Heads - Income from Salaries, Income from House Property, Profit and
Gains of Business or Profession, Income from Capital Gains, Income from Other sources.
(8 Hours)
4. Set off and Carry forward of losses: Mode of Set off and Carry forward of losses, inter source adjustments; Inter
head Adjustments, Carry forward of loss, Aggregation of Income and deductions from gross total Income. Income
which does not form part of total Income.
(8 Hours)
5. Computation of Total Income, Assessment and Filing of Returns: Gross Income from different heads of
Income ,Permissible deductions from each head of Income , Net Income , Gross Tax payable , Advance tax ,Tax
Deducted at Source , Tax Collected at Source , Payment of Self Assessment tax , Filing of Returns, Payment of
Interest and Penalty.
(8 Hours)
Text Books:
1. MehrotraH.C.,Income tax Law and Accounting, SahityaBhawan Publications.
2. Agarwal Rajeev, Income tax Law and Accounting, NavneetPrakashan
Reference Book:
1. Income Tax Law and Practice, Taxman.

MBA - Semester III
Elective 3
SECURITY AND INVESTMENT ANALYSIS
Course Code: MBF303 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of security and investment analysis.
1. Introduction and Approaches: Meaning, nature and scope of investment. Approaches to investment analysis.
Stock exchange and New Issue Market Their nature, structure, functioning and limitations. Trading of securities:
equity and debentures/ bonds. Regulatory Mechanism: SEBI and their guidelines.
(8 Hours)
2. Valuation of Equity: Measures of risk and return: calculation, trade off, systematic and unsystematic risk. Equity
valuation models. Analysis of equity Investment: Technical and fundamental approaches, company, industry and
economy analysis. Nature of stock market: EMH and its implications for investment decision.
(8 Hours)
3. Other Instruments: Bonds: nature, valuation. Bond theorem; Term structure of interest rates duration. Options
and futures: meanings, trading, valuation.
(8 Hours)
4. Portfolio Analysis and Selection: concept, risk and return of portfolios. Beta as a measure of risk and its
calculation. Selection of portfolios; Capital market theorem and Arbitrage pricing theory.
(8 Hours)
5. Portfolio Management and Performance evaluation: Performance evaluation of existing portfolio; Sharpe and
Treynor measures. Finding alternatives and revision of portfolio.
(8 Hours)
Text Books:
1. Chandra P, Investment Analysis and Portfolio Management, Tata McGraw-Hill, 2008.
2. Fischer & Jordan, Security Analysis and Portfolio Management, Prentice-Hall, 1996.
Reference Books:
1. Ranganatham,s Investment Analysis and Portfolio Management, Pearson Education.
2. Pandian P, Security Analysis and Portfolio Management, Vikas Publication.

MBA - Semester III
Elective 1
Specialization: International Business
INTERNATIONAL BUSINESS MANAGEMENT
Course Code: MBI301 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of international business management.

1. Nature and Scope of International Management: Introduction to International Business; Concept and Definition
of International Management; Reasons for Going International, International Entry Modes, Their Advantages and
Disadvantages, Strategy in the Internationalization of Business, Global Challenges; Entry Barriers, India's
Attractiveness for International Business.
(8 Hours)
2. Environment Facing Business: Cultural Environment facing Business, Hofstede Study, Edward T Hall Study,
Cultural Adaptation, Political, Legal, Economic, Ecological and Technological Environment.
(8 Hours)
3. Formulating Strategy for International Management: Strategy as a Concept, Implementing Global Strategy,
Emerging Models of Strategic Management in International Context, Achieving and Sustaining International
Competitive Advantage; International Strategic Alliances, Theories of International Business, Global Mergers and
Acquisition.
(8 Hours)
4. Organizing and Controlling for International Competitiveness: International Human Resource Management-
concept and Dimensions, Human Resource Issues in Developing , Leadership Issues; Global Leadership, Basic
Models for Organization Design in Context of Global Dimensions; Future of International Management in the
India.
(8 Hours)
5. Globalization with Social Responsibility: Concepts of social representation, International aspects of corporate
social responsibility, Growing importance of social responsibility in MNC.
(8 Hours)
Text Books:
1. Thakur M., Burton and Gene, E, International Management. Tata McGraw Hill, 2002
2. Hodgetts R. &Luthens F., International Management. McGraw Hill Inc. 2003.
3. Deresky, International Management: Managing across borders and culture, Pearson Education, 2003.
Reference Books:
1. Daniels John D. &Radebaugh, Lee H., International Business. Wiley India, 2005.
2. Lasserre Philippe, Global Strategic Management, Palgrave McMillan, 2005.

MBA - Semester III
Elective 2
EXPORT, IMPORT- POLICY AND DOCUMENTATION
Course Code: MBI302/402 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of export import policy and documentation.

1. Introduction to Export Management: Definition of Export, Benefits arising from Export,
Export Prospect for Small Firms, Importance of Exports to India, Process of Export Marketing,
Sources of Export Information, Important Publications, Important Organizations, Direction of
Exports from India, Recent Trend in India's Export. (8 Hours)
2. Selection of Products and Identification of Export Markets: Raising of an Export firm and
registration formality like IEC Code, Opening of Bank Account, Sales Tax Registration,
RCMC, Choosing a Product, Methods of Identifying Export Winners, Suitability of a Product
for a company, Selecting Products for Manufacturing and Export, Selection of Export Markets,
Criteria for Grouping Countries. (8 Hours)
3. Export Marketing Channels and Export Sales Contract: Concepts of Distribution Channels,
International Channels Distribution, Agents in Exporting, Methods of Locating and Selecting an
Agent, Signing the agreement, Nature of Exports Sales Contract, Important Incoterms,
Settlement of Disputes, Terms of Payment in Export. (8 Hours)
4. Export Finance and Pricing, Pre-shipment Finance: Post-shipment Finance, Special

Financial Facilities, Export Import Bank of India, E.C.G.C. Export Pricing, Mechanism of Price
Fixation, Benefits to India Exports. (8 Hours)
5. Formalities of Registration and Export Documentation: Naming the Enterprise, form of

Ownership, Opening a Bank Account, General Registrations, Registrations with RBI,
Registration with Licensing Authorities, Registration with Appropriate EPC' /CB's Defining
Export Documentation, Main Commercial Documents, Additional Commercial Documents, and
Statutory Documents for Exports Country, Statutory Documents for Imports Country and
Documents for Claiming Export Benefits. (8 Hours)
Text Books:
1. Khurana P.K., Export management, Cyber Tech Publication, 12th edition.
2. Cherunilam F., International Trade and Export Management, Himalaya, 2007.
Reference Books:
1. Varshney R.L., Bhattacharya B, International Marketing Management, S. Chand.
2. Daniels, International Business, Pearson Education.
3. Black J., International Business Environment, Prentice Hall.
4. Nabhi's Manual for Exports.

MBA - Semester III
Elective 3
INTERNATIONAL TENDERING AND COMMODITY TRADING
Objective: The basic objective of this course is to understand the concepts of international tendering and commodity
trading.
1. International Tendering: Meaning and nature, Bidding for international contracts - methods and strategies.
(8 Hours)
2. International Sourcing: Importance, strategy alternatives, sourcing decisions Process, Value chain analysis.
(8 Hours)
3. Business Process Outsourcing: Offshore Outsourcing, Strategic sourcing, Concept of outsourcing. Service level
agreements, Cost-benefit analysis Outsourcing Consideration, Procedure of outsourcing.
(8 Hours)
4. Commodity Trading: Concept and salient features, Major internationally traded commodities, Trends in their
production and trade.
(8 Hours)
5. International Commodity Agreements: Working of import centers, Discussion on various

agreements. .
(8 Hours)
Text Books:
1. Khurana P.K., Export management, Cyber Tech Publication, 12th edition.
2. Cherunilam F., International Trade and Export Management, Himalaya, 2007.
Reference Books:
1. Varshney R.L., Bhattacharya B, International Marketing Management, S. Chand.
2. Daniels, International Business, Pearson Education.
3. Black J., International Business Environment, Prentice Hall.

MBA - Semester III
Elective 1
Specialization: Human Resource
PERFORMANCE AND COMPENSATION MANAGEMENT
Course Code: MBH301 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of performance and compensation
management.

1. Performance Management: Quality Performance Management - Concept - Dimensions -
Mechanics - Features of Facilitating Organisations for Performance - Organizational Dynamics
and Employee Performance, Management of Employee Performance - Team Building -
Performance appraisal methods Culture, Effectiveness and Empowerment, Potential
measurement .Performance v/s Potential assessment. (8 Hours)
2. Employees Efficiency and Reward system: Quality Circle - Features -Process - Pre-requisites
for their Efficiency, Industrial Restructuring - Reward System and Employee Productivity
[Case Studies]. (8 Hours)
3. Performance Management Techniques: Quality Performance Management - Indian and Western Thought,
Performance Management from the Writings of Sri Aurobindo. (8 Hours)
4. Job Evaluation: Job Evaluation - Definition - Traditional and new Techniques, Compensation
- Definition - classification - fringe benefits, wage structure - wage payment - salary
administration. Job worth, Job evaluation of global position and compensation and Incentive
management. (8 Hours)
5. Rewards for Sales Personnel: Performance based pay system, Incentives - meaning, purpose,
types of incentive payments in India. Wage Boards - Pay Commissions - Compensation
Management in Multi-National organizations. (8 Hours)
Text Books:
1. Malik Pravir& Sri Aurobindo Society, The Flowering of Management, Pondicherry
2. William G. Dyer, Team Building, Issues and Alternatives, Addison-Wesley Publishing Company.
Reference Books:
1. Chakravarthy S.K., Managerial Effectiveness and Quality of Work Life - Indian Insights, Tata-McGraw Hill
Publishing Co.Ltd.
2. Suri G.C. &Mmga R.C., Living Wages and Productivity, National Productivity Council.
3. Richard.I. Henderson, Compensation Management in A Knowledge Based World, Prentice-Hall.
4. Richard Thrope& Gill Homen, Strategic Reward Systems, Prentice-Hall.

MBA - Semester III
Elective 2
TEAM BUILDING, TRAINING AND DEVELOPMENT
Course Code: MBH302/402 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of team building, training and development.
1. Understanding Teambuilding: Overview of groups: Formation of group; Group dynamics; Group structure and
Group cohesiveness; managing group and inter-group dynamics in organization. Difference between group and
teams.
(6 Hours)
2. Team Building Process: Overview of teams: definition, types, and stages of team development: Teambuilding
techniques, need of team, Purpose of teams, Quality circles and self managed teams; evaluating team's
performance; teams and high performing organizations.
(8 Hours)
3. Intra Team Dynamics: Goal setting for team: Defining roles; Responsibilities of team
members, initiating interpersonal skills; Interpersonal communication barriers and gateways to
communication Leadership and management of team: Sources of powers and influence;
Leadership models and styles in teams: Contingency approach to effective leadership;
Situational leadership in teams; Transformational leadership; Leadership in decision-making
process. Leadership in times of change in the team. (10 Hours)
4. Concept of Training and Development: Definition; Aim and philosophy of training; Trainers,
Consultant and Organizational Climate for training; Component of training; Training skills,
Learning and training: Learning theories; Organizational learning and Learning Organisation;
Conditions for effective learning; Continuous learning and development, Principles of learning,
Differences between training and development. (8 Hours)
5. Training Need Identification and Training Method: Identifying and analyzing training
needs:, Types of training, Induction training, skill oriented training , orientation training,
training development ,Identifying various stages of training benefits and disadvantages of
training Planning and designing: Training and development programmes planning and
designing; Teaching aids for training. Training methods; On-the-job training; Off-the-job
training. Monitoring and evaluation of training programme; Follow up, Economics and
effectiveness of training programme. (8 Hours)
Text Books:
1. Gold N., Teamwork, Multi-Professional Perspective, Palgrave, 2004.
2. Ray D., Teaming Up, Tata McGraw-Hill, 2002.
Reference Books:
1. Yukl, Leadership in Organisations, Pearson, 5th edition.
2. Hersey P., Blanchard K. & Johnson D., Management of Organizational Behaviour, Prentice
Hall.

MBA - Semester III
Elective 3
HUMAN RESOURCE DEVELOPMENT
Objective: The basic objective of this course is to understand the concepts of Human resource development,
organization development and change.
1. Learning and Teaching process: Learning Objectives - methods of learning - importance of teaching techniques -
instruction technology - instructor behaviour - attention versus involvement, learning organizations.
(8 Hours)
2. Training Needs and Methods of Training : Need for Training and Development - Role of Development offices -
administrators, consultants, designers and instructors - determining training needs - development of competency-
based training programs, Methods of training - on the job training - off the job training.
(8 Hours)
3. Need for Development - Differences between training and development - management development programs,
Evaluation of programs - employee appraisal methods, Transactional analysis, Expectation analysis.
(8 Hours)
4. Organizational Change Management : Change - stimulating forces - planned change - change agents - unplanned
change - Model of organizational change - Lewin's three Step Model, Resistance to change - individual factors -
organizational factors - techniques to overcome change.
(8 Hours)
5. Organizational Development: OD - basic values - phases of OD - entry - contracting -diagnosis - feedback -
change plan - intervention - evaluation - termination. OD intervention -human process interventions, structure and
technological interventions, strategy interventions -sensitivity training - survey feedback, process consultation -
team building - inter-group development - innovations.
(8 Hours)
Text Books:
1. B. Taylor and G.Lippitt, .Management Development And Training Handbook.
2. William E. Blank, Handbook For Developing Competency Based Training Programmes,
Prentice-Hall, New Jersey, 1982.
Reference Books:
1. GauthamVinayshil&Batra S.K., Organization Development System, Vikas Publishing House.
2. Shaw Rajiv, Surviving Tomorrow: Turnaround Strategies in Organizational Design and Development, Vikas
Publishing House.

MBA - Semester III
Elective 1
Specialization: Event Management
EVENT MANAGEMENT
Course Code: MBE-301 L-4, T-0, P-0 C-4
Objective: The aim of the paper is to acquaint the students with concepts, techniques and application of event
management.

1. Introduction
Events, Types of Events, Importance and Scope of Event Management, Principles of Event Management, The
ingredients of an event-, Client vs. Agency - structure, SMART and key filter models, Key point on planning,
convention and conference organising, Successful Strategies-Process of strategy making, Strategy Contents, Targets of
the event
(8 Hours)
2. Event Marketing
Marketing Environment-PESTLE analysis, Event marketing mix- 4Ps, Marketing strategy, Segmentation and targeting
of events, Marketing planning, Strategic marketing plan
(8 Hours)
3. Logistics & Financing

Logistic - Introduction, scope and models, Logistics Management, Logistics organizations, Coordination of logistics
operations, Logistic planning, criteria for logistics decision making evaluation, Financing - Introduction, Budget -
requirement, feasibility, allocations, Income and financing - sponsorship, fee.
(8 Hours)
4. Health, Safety and Risk Assessment
Risk Assessment - 5 steps model, identification of hazards, Hazards categories, Determination of
risk, present controlling measures, Measuring Performance, Record & Review, Risk Assessment
outlines (8 Hours)
5. Monitoring & Evaluation of Events

Need of evaluation, Event evaluation process, Hard and soft criteria, Tools and techniques of evaluation
(8 Hours)
Text Books:
1. Bowdin, G. et al (2007) Events Management, 2nd Ed, Elsevier Butterworth-Heinemann, Oxford
2. Boone L. and Kurtz D. (2002 ). Contemporary Marketing. London, Thomson Learning
Reference Books:
1. Lovelock, Ch., Wright, L. (1999). Principles of Service Marketing and Management. USA, NewJersey:Prentice-
Hall, Inc.
2. Ballou, R. H., Businss Logistics Management, Prentice-Hall, Inc. Englewood Cliffs, NewJersey, 1992.
3. Lynn Van Der Wagen and Brenda Carlos Pearson Prentice Hall, 2005

MBA - Semester III
Elective 2
PUBLIC RELATIONS
Course Code: MBE-302 L-4, T-0, P-0 C-4
Objective: With business & industry growing, there is a clear need for PR persons in every sector. The paper acquaints
the students with an overview of the discipline, imparts professional knowledge about theories & techniques of Public
Relations, provides knowledge of various media available for Public Relations, their functioning & applications as to
achieve maximum output from the resources and develops managerial skills.

1. Introduction
Origin and growth of PR in the world and India,, Public Relations: Introduction, Background, Definitions, concept,
scope, Public Relations- Propaganda, Advertisement, Publicity, Public Opinion, Marketing, Laisioning, Lobbying,
Campaign, Promotion. Present state of PR and Scope, Objective of PR in Public and Private sector, PR concepts and
principles,
(8 Hours)
2. Laws
Public opinion-How to determine, winning public opinion, pressure groups, PR LAWS: PR code of ethics, PR and
Press Council, Defamation, official Secret Act 1923, Copyright Act 1957, Press Registration of Book Act 1867,
(8 Hours)
3. Process & Communication
Process - Planning, Implementations of Plan, Evaluation of PR programs, P.R, Model of PR change process, Common
misconceptions about PR, Ten components of systematic approach to PR problem solving, Checklist of PR, PR
publications: Newsletter, House Journal, Brochure, Leaflets, Pamphlets, Booklets, Manuals, Annual Reports, Handbills,
Sticker, and posters,
(8 Hours)
4. Management
PR Agencies, Structure of Public Relations Department, Corporate Governance: The Transparency Mantra of PR, HRD
and public relations: Complementary role,
(8 Hours)
5. Crisis Management
Crisis Management: Predictable and unpredictable crisis, crisis situations, reaction to crisis, crisis communication, more
than just debunking the damage, Out of adversity, post crisis communication. The relationship between individual and
organization stress, coping with stress. (8Hours)
Text Books:
1. Jefkins Frank Butterworth, Public Relation Techniques, Heinmann Ltd
2. Heath Robert L , Handbook of Public Relations Sage Publications Reference
Books:
1. Dennis L. Wilcose& Glen T, Public Relations, Pearson

2. Cutlip S.M and Center A.H., Effective Public Relations, Prentice Hall
3. Kaul J.M., Noya Prakash, Public Relation in India, Calcutta
MBA - Semester III
Elective 3
SERVICE MARKETING
Course Code: MBE303 L- 4, T-0, P-0, C-4
Objective: The basic objective of this course is to understand the concepts of services marketing. Unit-wise Course
Contents:
1. Introduction: Definition and Characteristics of Services, Classification of Services, Difference
between product and services Evolution of Services marketing, Importance of Services
Marketing in Indian Economy. Service markets system: Service quality; Understanding
customer expectations and zone of tolerance; Segmentation and zone of tolerance; Targeting
and positioning of service. (8 Hours)
2. Services Marketing Mix and Channel Decision: Importance of 7 Ps in Services Marketing.

Developing the service product/intangible product; Service pricing strategy and Approaches to
Pricing Services; Services distributions- Distribution Channels, Channel Design Decision,
Factors Affecting Channel Decisions. (8 Hours)
3. Service Promotion Decision: Importance of Promotion in Services, Advertising, Personal

Selling, Publicity and Sales Promotion; The People Component, Services and the Importance,
Using People to Differentiate Services, Internal Marketing, Employee Motivation and
Implication for Service Delivery. (8 Hours)
4. Physical Evidence and Service Process: Physical Evidence and Services Process- Essential
and Peripheral Physical Evidence, Nature of the Service Process, Customer Participation in
Service Process, Devising Financial Services Marketing Mix Strategies with special reference
to Insurance , Banking, Hotels, Airlines, Tourism. (8 Hours)
5. Services in Global Perspective: International marketing of services; Recent trends; Principal

driving force in global marketing of services; Key decisions in global marketing; Services
strategy and organizing for global marketing. (8 Hours)
Text Books:
1. Lovelock, Services Marketing: People, Technology and Strategy, Pearson Education, 5th
edition, 2001.
2. Zeithaml, Services Marketing, Tata McGraw-Hill, 3rd edition, 1999. Reference
Books:
3. Rao Rama Mohan, Services Marketing, Pearson Education, 3rd edition.
4. ApteGovind, Services Marketing, Oxford Univ. Press.

MBA - Semester III
SUMMER TRAINING REPORT
Objective: By the training the student is expected to learn about the organization and analyses and suggest solutions of
a live problem. The objective is to equip the student with the knowledge of actual functioning of the organization and
problems faced by them for exploring feasible solutions and suggestions
Guidelines:
1. At the end of second semester examination, every student of MBA will undergo on-the-job practical training in any
manufacturing, service or financial organization. The training will be of 6 to 8 weeks duration. The guidelines of
training will be provided before the end of the second semester classes
2. During the course of training, the organization (where the student is undergoing training) will assign a
problem/project to the student. The student, after the completion of training will submit a report to the
College/Institute, which will form part of third semester examination. However, the report must be submitted by
the end of September during third semester A Performance appraisal by the external examiner will be attached
with the report.
3. The report (based on training and the problem/project studied) prepared by the student will be termed as Summer
Training Project Report. The report should ordinarily be based on primary data. It should reflect in depth study of
micro problem, ordinarily assigned by the organization where student undergoes training. Relevant tables and
bibliography should support it. One comprehensive chapter must be included about the organization where the
student has undergone training. This should deal with brief history of the organization, its structure, performance
products/services and problems faced. This chapter will form part I of the Report. Part II of the Report will contain
the study of micro research problem. The average size of Report ordinarily will be 100 to 150 typed pages in
standard font size (12) and double spacing. Three neatly typed and soft bound (paperback) copies of the report will
be submitted to the College/Institute. The report will be typed in A-4 size paper.
4. The report will have two certificates. One by the College and the other by the Reporting Officer of the organization
where the student has undergone training. These two certificates should be attached in the beginning of the report.
5. The report will be evaluated by internal and external examiner. It will carry total 100 marks divided into written
report of 50 marks by external examiner and presentation of 50 marks in front of a panel of at least three faculty
members appointed by Director/ Principal of the college.
6. The marks will be awarded by the external examiner to be appointed by the examination division.
The format of the report is given below:

• Objective of the Research Undertaken
• Literature Review
• Research Methodology
• Results and Analysis
• Conclusions
• References
• Appendices - to include questionnaire, if any
EVALUATION SCHEME: PERFORMANCE APPRAISAL
Summer Training- MBA351
Student's Name:
Course: Specialization:
You are requested to provide your opinion on the following parameters. A- Outstanding
B- Good
C- Satisfactory D-
Unsatisfactory
1. Technical knowledge gathered about the industry and the job he/she was involved.
2. Communication Skills: Oral / Written / Listening skills
3. Ability to work in a team
4. Ability to take initiative
5. Ability to develop a healthy long term relationship with client
6. Ability to relate theoretical learning to the practical training
7. Creativity and ability to innovate with respect to work methods and procedures
8. Ability to grasp new ideas and knowledge
9. Presentations skills
10. Documentation skills
11. Sense of Responsibility
12. Acceptability (patience, pleasing manners, the ability to instill trust, etc.)
13. His/her ability and willingness to put in hard work
14. In what ways do you consider the student to be valuable to the organization?
Consider the student's value in term of:

(a) Qualification
(b) Skills and abilities
(c) Activities/ Roles performed
15. Punctuality
Any other comments __________________________________________________________________ .
Assessor's overall rating

Assessor's Name: Designation:
Organization name and address:
Email id: Contact No:
Assessor's Signature
MBA - Semester IV
STRATEGIC MANAGEMENT
Objective: The basic objective of this course is to understand the concepts of strategic management.
1. Nature of Strategic Management: Concept of Strategy; Mintzberg's 5Ps of Strategy; Strategic Decision Making;
Strategic Management Process; Strategists and their roles.
(8 Hours)
2. Strategy Formulation: Concept of Stretch, Leverage and fit; Vision Mission, Goals and Objectives; Need for
Balanced Scorecard; External Environmental Analysis; Analyzing Companies Resource in Competitive Position;
SWOT Analysis; Grand Strategies; Porter's Generic Strategies.
(8 Hours)
3. Strategies for Competing in Global Markets: Strategic Analysis and Choice- BCG, GE, Directional Policy and
Hofer's Matrices; Industry and Competitive Analysis, Concept of Value Chain, Strategic Alliances.
(8 Hours)
4. Strategy Implementation: Resource Allocation; Structural Considerations and Organizational
Design; Leadership and Corporate Culture; Fundamental and Operational Strategies; Plans and
Policies. (8 Hours)
5. Strategy Evaluation: Importance and Nature of Strategic Evaluation; Strategic and

Operational Control; Evaluation Process for Operational Control; Evaluation Techniques for
Strategic and Operational Control. (8 Hours)
Text Books:
1. Arthur A., Thomson and Strickland, Strategic Management - Concept and Cases, Tata
McGraw-Hill, New Delhi, 2002.
2. KazmiAzhar, Business Policy and Strategic Management, Tata McGraw Hill, New Delhi,
2004.
Reference Books:
1. Henry Mintzberg, Strategy Safari, Free Press, New York. 1998.
2. Gary Hamel &PrahaladC. K., Competing for the Future, HBS Press, 1999.

MBA - Semester IV
SUPPLY CHAIN MANAGEMENT
Objective: The basic objective of this course is to understand the concepts of supply chain management.

1. Introduction: Basic Concept and Philosophy of Supply Chain Management; essential features, infrastructure,
flows (cash, value and information), key issues in SCM, benefits and case examples
(8 Hours)
2. Logistics Management: Logistics as part of SCM, Logistics costs, different models, logistics sub-system, inbound
and outbound logistics, bullwhip effect in logistics, outbound logistics-distribution and warehousing management,
DRP-I and II.
(8 Hours)
3. Purchasing and Vendor management: Centralized and decentralized purchasing, functions of purchase
department and purchase policies. Use of mathematical model for vendor rating / evaluation, single vendor
concept, management of stores, accounting for materials, Just-In-Time and Kanvan System of Inventory
management.
(8 Hours)
4. Inventory Management: Concept, various costs associated with inventory, various EOQ models, buffer stock
(trade-off between stock out/working capital cost), leave time reduction, re-order point/re-order level fixation,
exercises -numerical problem solving.
(8 Hours)
5. Recent Issues in SCM: Role of Computer/IT in Supply Chain Management, CRM Vs SCM, Benchmarking-
concept, features and implementation, Outsourcing-basic concept, value addition in SCM-concept of demand chain
management.
(8 Hours)
Text Books:
1. G. Raghuram I.I.M.A., Logics and Supply Chain Management, Macmillan Publishers, 2000.
2. Emiko Bonafield, Harnessing Value in the Supply Chain, John Wiley & Sons, Singapore, 1999.
Reference Books:
1. Gopal Krishnan, Material Management Review, 2002 Pearson Education, New Delhi.
2. Koragaonkar R.G., Just In Time Manufacturing, Macmillan Publishers.
3. Sahay B.S., Supply Chain Management, Macmillan Publishers, 2000.
\
MBA - Semester IV
TOTAL QUALITY MANAGEMENT
Objective: The basic objective of this course is to understand the concepts of total quality management.

1. Introduction: Definition of Quality, Dimensions of Quality, Quality Planning, Quality costs -Analysis of Quality
Costs, Basic concepts of Total Quality Management, Historical Review, Principles of TQM, Leadership - Concepts,
Quality Council, Quality Statements, Strategic Planning, Deming Philosophy, Barriers to TQM Implementation,
Quality Awards.
(8 Hours)
2. Quality: Customer Perception and Satisfaction ,Customer Complaints, Service Quality, Customer Retention,
Continuous Process Improvement - Juran Trilogy, PDSA Cycle, 5S, Kaizen, Supplier Partnership - Partnering,
sourcing, Supplier Selection, Supplier Rating, Business Process Reengineering (BPR).
(8 Hours)
3. Statistical Process Control (SPC): The seven tools of quality (Basic and New), Statistical, Control Charts for
variables and attributes, Process capability, Concept of six sigma, Quality Gurus and their Principles.
(8 Hours)
4. Benchmarking - Reasons to Benchmark, Benchmarking Process, Quality Function Deployment (QFD) - House of
Quality, Benefits, Taguchi Quality Loss Function, Total Productive Maintenance (TPM) - Concept, Improvement
Needs, Latest Challenges of Quality, Six Sigma Concepts: application.
(8 Hours)
5. Quality Systems: Need for ISO 9000 and Other Quality Systems, ISO 9000:2000 Quality System- Elements,
Implementation of Quality System, Documentation, Quality Auditing; ISO 14000 - Concept, Requirements and
Benefits.
(8 Hours)
Text Books:
1. Feigenbaum .A.V., Total Quality Management, McGraw-Hill, 1991.
2. Oakland.J.S.,Total Quality Management, Butterworth - Hcinemann Ltd., Oxford. 1989.
Reference Books:
1. Narayana V. &Sreenivasan, N.S. Quality Management - Concepts and Tasks, New Age
International 1996.
2. Zeiri, Total Quality Management for Engineers, Wood Head Publishers, 1991.

MBA - Semester IV
Elective 4
STORE AND WAREHOUSING MANAGEMENT
Objective: - The basic objective of this course is to understand the concepts of store and warehousing
management.
1. Warehousing: Meaning and need for warehousing, Types of warehouse, □ Characteristics of an

ideal warehouse, Functions of warehousing, Advantages of warehousing.
(8 Hours)
2. Storage: Importance and functions of storage. Location and layout of stores. Management of receipts and issue of
materials from stores, Warehousing costs, Stock verification.
(8 Hours)
3. Logistic System: Concepts of Logistics, Scope and Objectives of Logistics, System Elements, Importance of
Logistics, Relevance of Logistics to Expert Management, Logistics Excellence. Distribution Channel:, Concept,
Importance, Types and Primary Distributors.
(8 Hours)
4. Cost Reduction Methods: Classification, codification, standardization, simplification and variety reduction,
Value Engineering. Disposal of waste and scrap. Materials handling. Materials information system.
(8 Hours)
5. Inventory Control: Concept, various costs of inventory, EOQ models, buffer stock, lead time reduction, re-order
point / re-order level fixation, exercises -numerical problem solving , ABC, SDE / VED Analysis, Just-In-Time and
Kanban System of Inventory management.
(8 Hours)
Text Books:
1. Keller Kotler, marketing management, Pearson Publications, 13th edition.
2. Cundiff Still, Sales management, Prentice-Hall, 5th edition.
Reference Books:
1. Raghuram G., I.I.M.A., Logics and Supply Chain Management Macmillan, 2000
2. Emiko Bonafield, Harnessing Value in the Supply Chain, John Wiley, Singapore, 1999
3. Cundiff, Still, Sales management, Pearson Publications, 5th edition.

MBA - Semester IV
Elective 4
RURAL AND INDUSTRIAL MARKETING
Objective: The basic objective of this course is to provide the knowledge of basic concepts of rural and industrial
marketing.

1. Introduction: Concept and scope of rural marketing, concepts, components of rural markets,
classification of rural markets, rural vs. urban markets, Rural marketing environment: rural credit
institutions, rural retail outlets , rural areas requirement, problems in rural marketing, Characteristics of
Rural consumer- Stages of the Life cycle. (8 Hours)
2. Dimensions of Industrial Marketing: Nature of Industrial Marketing, Industrial Marketing

vs.Consumer Marketing, Economics of Industrial demand, The Re-sellers Market, The Industrial
Marketing Concept, Understanding Industrial Markets, Types of Industrial Markets, Classifying
Industrial Products. (8 Hours)
3. Analysis of Rural Consumer Behaviour: Rural institutional and industrial Consumer buying
behaviour models, Factors affecting Consumer Behaviour, Social factors, Technological Factors,
Economic Factors, Political Factors, Information Search and pre purchase Evaluation, Researching
Rural, Institutional and industrial Market: Sanitizing rural, Institutional and industrial market, Research
design- Reference frame. (8 Hours)
4. Rural Marketing Strategies: Rural, Institutional and industrial Marketing Strategies: Segmenting,
Targeting and Positioning Product Strategy: Introduction, Marketing Mix Challenges, Product concepts
classification-Five Levels Products, Classification of Products, Rural Product Categories - Fast moving
Consumer goods, Consumer Durables, Agriculture Goods, Services, Formulating Product Planning:
Developing Product Strategy, Analyzing Industrial Product Life Cycle, Developing Strategies for new
and existing products. (8 Hours)
5. Management of Sales Force: Managing the Industrial Sales Force, Organizing and controlling the
industrial sales force, planning for the sales force Deployment. Personal Selling: Selecting and
Recruitment of Industrial sales personnel, sales training and development, Measuring the Effectiveness
of Sales Force for Industrial marketing. (8 Hours)
Text Books:
1. Kashyap Pradeep & Siddhartha Raut, BiztantrRural Marketing, Wiley / Dreamtech Press
2. GopalSwamy T.P., Rural Marketing, Vikas Publishing House. Reference
Books:
1. Robert R., Industrial Marketing, Reeder and Reeder, PHI
MBA - Semester IV
Elective 4
INTERNATIONAL FINANCIAL MANAGEMENT
Course Code : MBF401 L- 4, T-0, P-0, C-4
Objective: - The basic objective of this course is to understand the concepts of International financial management.
1. Financial Management in a Global Context: The importance ,rewards and risk and risks of
international finance, Goals of MNCs, the nature and measurement of exposure and risks.
International Monetary System. Balance of Payment.
(8 Hours)
2. International Financial Markets: Forex markets, Forex Trading, cash and spot exchange markets, forex rates and
quotation, forward markets, exchange rate behaviour, cross rate, Forex market participants, and Arbitrage profit in
forex markets. Purchasing Power parity and Interest Rate Parity Theory of exchange rate determination.
(8 Hours)
3. Forex Risk Management: Hedging against forex exposure, forward market, future market, options markets,
currency swaps, interest rate swaps.Forex Rate: Measuring exchange rate movements, factors affecting forex rate,
forecasting forex rates.
(8 Hours)
4. Financial Structure and International Financing: Optimal financial structure and MNE and their foreign
subsidiaries; Eurocurrency markets; International debt markets; Political Risk Management.
(8 Hours)
5. Foreign Investment Decisions: Multinational capital budgeting; International portfolio theory

and diversification; Cost of Capital and Capital structure of MNCs. Dividend policy of
multinational firms.
(8 Hours)
Text Books:
1. Apte, International Financial Management, Tata McGraw-Hill, 2008, 2nd edition.
2. Seth , A K, International Financial Management, Galgotia Publications, 2004, 2nd edition,
3. Shapiro, Multinational Financial Management, Prentice-Hall, 4th edition, 2002.
Reference Books:
1. Sharan, International Financial Management, Prentice-Hall, 2nd edition, 2003.
2. Vij M., International Financial Management, Excel books.

MBA - Semester IV
Elective 4
FOREX MANAGEMENT
[With amendments approved by the Vice Chancellor dated April 4, 2013]
Objective: - The basic objective of this course is to understand the concepts of foreign exchange management.
1. Introduction: The Foreign Exchange Market , Participants and structure , Market for derivatives- currency
futures, currency options.
(8 Hours)
2. Exchange Rates :Exchange rate theories, Exchange rate quotation, Determination of exchange
rate in spot market and forward market. Exchange rate forecasting (8 Hours)
3. Spot Market :Spot rate quotations, Cross exchange rate quotations, Bid-ask Spread, Triangular arbitrage, Spot
foreign exchange market microstructure.
(8 Hours)
4. Forward market :Forward rate quotations, long and short forward positions, forward cross
exchange rates, swap transactions , forward premium. (8 Hours)
5. Management of exchange rate exposure: Nature, measurement and management of exchange rate exposure,
Nature of interest rate risk, Techniques to manage interest rate exposure.
(8 Hours)
Text Books:
1. Alan C. Shapiro, Multinational Financial Management, Prentice Hall, New Delhi
2. Seth A. K., International Financial Management, Galgotia Publications, 2004, 2nd edition,
3. Shapiro, Multinational Financial Management, Prentice-Hall, 4th edition, 2002
Reference Books:
1. Giddy Ian H., Global Financial Markets, AITBS Publishers and Distributors, New Delhi.
2. Jeevanandam C., Foreign Exchange, Practice Concepts, Sultan Chand and Sons, New Delhi.

MBA - Semester IV
Elective 4
INDUSTRIAL AND LABOUR LAWS
Objective: The basic objective of this course is to understand the concepts of industrial laws. Unit-wise Course
Contents:
1. Introduction to Industrial Relation : Overview of Industrial Relations: Concept of Industrial

Relations; Nature of Industrial Relations; Objectives of IR; Role of State; Trade Union;
Employers' Organization; ILO in IR; Industrial Relations machinery in India.
(8 Hours)
2. Trade Union :Trade Unionism: Trade Union: origin and growth, unions after independence,
unions in the era of liberalization; Concept, objectives, functions and role of Trade Unions in
collective bargaining; Problems of Trade Unions.
(8 Hours)
3. Industrial Conflict and Accident Management : Labour problems: Discipline and misconduct; Grievance
handling procedure; Labour turnover; Absenteeism; Workers' participation in management; Industrial accidents
and Industrial unrest.
(8 Hours)
4. Industrial and Labour Law - I : Labour legislations: Historical perspective; Impact of ILO; Indian constitution;
Important provisions -: Payment of Wages Act, Workmen's Compensation Act, Employees' State Insurance Act,
Payment of Gratuity Act, Employees Provident Fund Act.
(8 Hours)
5. Industrial and Labour Law - II: Important Provisions of Industrial Dispute Act and Factories Act.
(8 Hours)
Text Books:
1. Monappa A., Industrial Relations, Tata McGraw-Hill, 2002.
2. Sinha, Industrial Relations, Pearson Education.
3. Sinha, Trade Unions, and Labour Legislation, Pearson Education.
Reference Books:
1. Srivastava S. C., Industrial Relations and Labour Laws, Vikas publication, 2000.
2. Mamoria C.B., Mamoria, Gankar, Dynamics of Industrial Relations Himalayan Publication,
2003.
3. Bare Acts

MBA - Semester IV
Elective 4
MEDIA MANAGEMENT
Course Code: MBE401 L- 4, T-0, P-0, C-4
Objective - Media manager's profile is to promote media visibility and present their company in
the best possible light. Manager also decides which media to use for advertising campaigns. The paper acquaints the
students with advanced concepts, techniques and application of Media Management for developing an effective
programme.

1. Introduction
Media - Introduction, Nature & Types, Media Relations in India, Media Relations Theories, Scope and dynamics
of Media Relations, Print Media and its functions, Broadcast Media and its functions, Online Media and its
function, Mass Media, their characteristics and ownership
2. Planning
Media planning, the function of media planning in advertising, Role of Media planner, Challenges in media
planning Media Planning process, Media Planning for Consumer Goods, Media Planning for Industrial Goods,
Media Analysis and Evaluation
3. Selection and Buying
Sources of Media Research, Selecting the suitable media options, deciding the ideal media mix, the
communications mix, Media Buying - Strategies and execution, Buying Television Space/Air time, Buying Radio
slot, Types of magazines, Buying magazine space, Types of newspapers, Buying newspaper space, Media timing,
Flight, Pulsing, Media Scheduling, Comparing and Evaluating continuity of media options/choices,
4. New Technologies
Digitization of media- media convergence, Telecommunication- 3G, 4G, Production for the internet and mobile,
Online broadcasting technologies- webcasting, podcasting, online radio, Satellite radio and satellite cinema,
Social TV, Video conferencing, New media art-installation art, digital art
5. Law & Ethics
PRB Act, Contempt of Court, Defamation- Types, Composition, Law & Punishments, Official Secrets Act, Right To
Information, Obscenity, Privacy, Intellectual Property Rights-
'Copyright, Patents, Trademarks, Geographical Indications', Cyber Laws, Impact of
convergence on media, Broadcast policy, Cross-media ownership, Media ethics Text Books:
1. Media Industries-History, Theory and Method (Edited By- Jennifer Holt and Alisa Perren)(Wiley- Blackwell)
2. Chunawalla, Advertising Theory and Practice, Himalaya Publishing House
Reference Books:
1. Media Management in the age of Giants-Dennis F. Herrick (Surjeet Publications)
2. Hand Book of New Media by Lievrouw and Livingston, Sage (Student Edition)
3. Kahn, R and D Kellner, "New Media and Internet Activism: From The Battle of Seattle to Blogging' New Media &
Society, Vol. 6, No. 1, 87-95 (2004)
Latest editions of all the suggested books are recommended.

MBA - Semester IV
DISSERTATION (BASED ON MARKET SURVEY)
Objective: The objective is to equip the student with the knowledge of actual functioning of the market and
organization and problems faced by them for exploring feasible solutions and suggestions.
Guidelines:
1. At the end of third semester examination, every student of MBA will undergo for a market survey for any
manufacturing, service or financial organization.
2. During the course of market survey project in charge will assign a problem/project to the student. The student,
after the completion of survey will submit a report to the College/Institute, which will become a part of fourth
semester examination. However, the report must be submitted by the end of March during fourth semester.
3. The report prepared by the student will be named as market based dissertation. The report should be based on
primary data. It should reflect in depth study of micro problem, assigned by the department where student
undergoes training. Relevant tables and bibliography should support it. One comprehensive chapter must be
included about the organization where the student has undergone training. This should deal with brief history of
the organization, its structure, performance products/services and problems faced. This chapter will form part I of
the Report. Part II of the report will contain the study of micro research problem. The average size of report
ordinarily will be 100 to 150 typed pages in standard font size (12) and double spacing. Three neatly typed and soft
bound (paperback) copies of the report will be submitted to the College/Institute. The report will be typed in A-4
size paper.
4. The report will have a certificate issued by project In charge of the College. This should be attached with the
report.
5. The report will be evaluated by internal and external examiner. It will carry total of 100 marks divided into written
report of 50 marks by external examiner and presentation of 50 marks in front of a panel of at least three faculty
members appointed by Director/ Principal of the college.
6. The external marks will be awarded by the external examiner to be appointed by the examination division.
7. The format of the report is given below:
• Objective of the Research Undertaken

• Literature Review
• Research Methodology
• Results and Analysis
• Conclusions
• References
• Appendices - to include questionnaire, if any
EVALUATION SCHEME
Dissertation / Summer Training/Market Survey
The dissertation will be carried out under the guidelines approved by the university and the guidance of the guide.
Dissertation work
1. The student shall meet the guide frequently for the necessary guidance for the Thesis work.
2. During the semester as well as the semester break, student should read the literature germane to the thesis topic. The
progress of the Research / thesis work should continuously be informed to the guide.
3. In the end after necessary collection of data, literature survey and research work, the student must prepare a thesis
report (Final Report). The report shall be arranged and bind in the sequence consisting of the following:-
(a) Top Sheet of transparent plastic.

(b) Top cover.
(c) Preliminary pages.
(i) Title page

(ii) Certification page.
(iii) Sanctity Certificate by the Guide

(iv) Acknowledgment.
(v) Abstract.
(vi) Table of Content.
(vii) List of Figures/Photographs and Tables.

(viii) Nomenclature.
(d) Chapters (Main Material).
(e) Appendices, if any.
(f) Bibliography/ References.
(g) Evaluation Form.
(h) Back Cover (Blank sheet).
(i) Back Sheet of Plastic (May be opaque or transparent).
(Note: Sample of above will be finalized by the department and sample given to the students for uniformity.)
The assessment will be 50% internal and 50% external

EVAL UA TION SHEET (To be filled by the GUIDE & Internal
Examiners only)
Name of Candidate: Roll

No:
Class and
Section:
Sl. Details Marks (20) Marks (15) Marks (15) Marks
No. (50)
Guide Int. Exam. 1 Int. Exam. 2 Average
Maximum marks in each column (4 marks x5) (3 marks x5) (3 marks x5)
OBJECTIVE IDENTIFIED &
1
UNDERSTOOD
LITERATURE REVIEW/BACKGROUND WORK
2
(Coverage, Organization, Critical review)
DISCUSSION/CONCLUSIONS
3
(Clarity, Exhaustive)
SLIDES/PRESENTA TION SUBMITTED (Readable,
4 Adequate)
FREQUENCY OF INTERACTION ( Timely
5
submission, Interest shown, Depth, Attitude)
Total
Signature
Average out of 50
Name of Candidate:
S.No. Details Marks (50)

Maximum marks in each column (10 marks x5)
1 OBJECTIVE IDENTIFIED & UNDERSTOOD
2 LITERATURE REVIEW/BACKGROUND WORK
3 DISCUSSION/CONCLUSIONS
4 POWER POINT PRESENTATION
RESPONSE TO QUESTIONS DURING
5
DISCUSSIONS
Total (Out of 50)
Signature:
Date:
Roll No :
MBA - Semester IV
COMPREHENSIVE VIVA VOCE
Objective: The objective of this course is to judge the understanding as well as application of the knowledge gained
by the students by the end of the second year of the course.
Guidelines:
1. The comprehensive viva voce is scheduled to be held at the end of IV Semester in second year
2. This is also to see the articulation of what is being learnt by them and see their relevance in the practical field.
3. The Total marks of viva are 100. The internal marks will be awarded by taking the presentation of the students
in the front of a panel of at least three faculty members to be appointed by Director/Principal of the college.
4. The external marks will be awarded by the external examiner to be appointed by the examination division.
EVALUATION SCHEME
COMPREHENSIVE VIVA
(To be filled by Internal Examiners only)
Name of Candidate: Roll No:
Class and Section:
Sl. Details Marks

No. Int. Exam. 1 Int. Exam. 2 Int. Exam.3 Average
KNOWLEDGE GAINED DURING THE
1
SEMESTER [20 marks/
CONFIDENCE LEVEL OF STUDENT [15
2
marks]
3 SPEAKING ABILITY [15 marks]
Total
Signature
Average out of 50
Name of Candidate:
Date:
S.No. Details Maximum marks Marks obtained

in each column
1 KNOWLEDGE GAINED DURING THE SEMESTER 20
2 CONFIDENCE LEVEL OF STUDENT 15
3 SPEAKING ABILITY 15
Total (Out of 50) 50
Signature:
Roll No :
Fourth Semester
PERSONALITY DEVELOPMENT & COMMUNICATION
Code: MBA499 L-3 T-0 P-2 C-4
Objective- The objective of the course is to impart soft skills and to groom the personality of students.
Module – 1
Soft Skills 10 Hours
a) Soft Skills –Definition and Importance

b) Decision Making
c) Stress Management
d) Team Building
e) Self Grooming
Module – 2 10 Hours
Personality Development
a) Personality Traits
b) Five pillars of Personality Development
i. Introspection
ii. Self Assessment
iii. Self Appraisal
iv. Self Interrogation
v. Self Development
Module – 3
Reading Comprehension 10 Hours
a) Reading with a purpose.
b) Reading styles
i. Intensive reading
ii. Extensive reading
iii. Scanning
iv. Skimming
c) Barriers in reading
d) Understanding the text- Finding vocabulary, sentence patterns, tense, and writing short
passages based on text.
Module – 4
Learning Through Practice 10 Hours
1. Making a speech: Welcome Speech, Introductory Speech, Vote of Thanks & Farewell
Speech, etc.
2. Role Play in diverse situations to build confidence.
3. Mock Interview sessions
4. Power Point Presentations.
5. Group Discussion on relevant topics
6. JAM sessions (Introduction –Body –Close technique).
Learning Outcomes-

 Exercise soft skill in professional set up.
 Analyse about them and strategize for future.
 Comprehend English to get clues for spoken English.
 Prepare speeches, presentations and perform well in interview situations.

50 50 100
20 10 10+10 50
Reference Books:
1 ILFS Bi-lingual Course in Basic English, ILFS Skill Development Corporation

2 Sasikumar V and Dhamija P.V., Spoken English, Tata McGraw Hill, New Delhi.
3 Dhanavel S.P., English & Communication Skills for students of Science & Engineering,
Orient BlackSwan, Hyderabad.
4 Sharma Sangeeta& Mishra Binod, Communication Skills for Engineer & Scientist,PHI
Learning Pvt. Ltd; New Delhi.
5 Department of English and Modern European Languages, University of Allahabad, Anthology of

Modern Prose, Oxford University Press.
6 MitraBarun K., Personality Development and Soft Skills, O.U.P., New Delhi. 2012.
7 Onkar R.M., Personality Development and Career Management: A Pragmatic
Perspective, S. Chand & Co. Ltd., New Delhi. 2011.

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Study & Evaluation Scheme

Master of Business Administration

TEERTHANKER MAHAVEER UNIVERSITY

Study & Evaluation Scheme

Programme : MBA (General)

Question Paper Structure

Course Periods Evaluation Scheme

Course Periods Evaluation Scheme

9 MBA299 English Communication & Soft 3 0 2 4 50 50 100

Total 31 0 2 36 380 520 900

Course Periods Evaluation Scheme

Retail Marketing Finance IB HR EVENT

Course Periods Evaluation Scheme

Total 21 6 5 32 350 450 800

Retail Marketing Finance IB HR EVENT

Course Code: MBA101 L-4, T-0, P-0 C-4

Unit-wise Course Contents:

Course Code: MBA131 L-3, T-1, P-0, C-4

*Latest editions of all the suggested books are recommended.

Effective from session 2017-18

Course Code: MBA103 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

2. Petersen Craig H. et al., Managerial Economics, Pearson Education, 2006.

* Latest editions of all the suggested books are recommended.

ENGLISH COMMUNICATION& SOFT SKILLS-I

Code: MBA199 L -3T-0 P-2 C-4

a) Word Formation Methods

Students will be able to

External Exam Internal Assessment Total

Viva to be carried out by external faculty from within the university.

 ILFS Bi-lingual Course in Basic English, ILFS Skill Development Corporation

Course Code: MBA106 L- 3, T-2, P-0, C-4

Unit-wise Course Contents:

* Latest editions of all the suggested books are recommended.

Course Code: MBA 116/ MBA 205 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

* Latest editions of all the suggested books are recommended.

Course Code: MBA 151 L- 0, T-0, P-4, C-2

Evaluation of Practical Examination: (Computers)

Internal Evaluation (50 Marks)

PRACTICAL PERFORMANCE And VIVA

External Evaluation (50 Marks)

Course Code: MBA 201 L- 4, T-0, P-0, C-4

Course Code: MBA 202 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

* Latest editions of all the suggested books are recommended.

Course Code: MBA203 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

* Latest editions of all the suggested books are recommended.

Course Code: MBA 206 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

5. Responsibility Accounting: Concept and various approaches to Responsibility Accounting, Concept of

* Latest editions of all the suggested books are recommended.

Course Code: MBA 216/ MBA 104 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

1. Introduction to statistics: Application of inferential statistics in managerial decision-making; Measures of central

* Latest editions of all the suggested books are recommended.

Course Code: MBA 217/ MBA 107 L- 4, T-0, P-0, C-4

Unit-wise Course Contents:

1. Concept of Business Environment: Significance and nature, Interaction matrix of different

* Latest editions of all the suggested books are recommended.

Course Code: MBA 218/ MBA 108 L- 4, T-0, P-0, C-4

Unit-wise Course Contents: